News

PHILADELPHIA — FMC Professional Solutions, a business unit of FMC Corporation, announced that it has acquired the CB Professional Products line of insect control products from Waterbury Companies, Inc. The cost of the acquisition, which was "in the works several months," according to Dan Rosenbaum, business director of FMC Professional Solutions, was not announced.

The acquired product portfolio includes a complete line of aerosol sprays as well as baits, fly lights, foggers and other products. "We are delighted about bringing the CB Professional Products line into FMC," Rosenbaum said. "CB is a respected brand whose aerosol products are a perfect complement to our granular and liquid formulations. This acquisition fits with our strategic goal of being able to offer a broad product portfolio to pest control distribution and a comprehensive set of solutions to pest management professionals."

The acquisition will bring other benefits to the channel beyond the broader product line, said Rosenbaum. "We will have more people in the field for both sales and technical training, and our scale and logistics capabilities should mean even better customer service and support for the full product line."

Three people will be joining FMC from the Waterbury organization, including Reid Ipser, a graduate of the University of Florida who served as director of research and development for the Connecticut-based company. Two field sales representatives also will be joining FMC — Charlene Mertz, Southeast regional sales manager for Waterbury, and Dean Johnson, West Coast regional sales manager. Rosenbaum said Ipser will join FMC’s Innovation & Development Group, which is led by Dr. James Walter.

At press time, FMC was determining "specific territory and account responsibilities" for its sales staff, but "the full team will represent the full product line," Rosenbaum said.

The acquisition combines the innovative track record of CB Professional Products with the scale and resources of FMC, a $3 billion global company, said Rosenbaum. "We intend to leverage our resources to drive innovation across our new, larger portfolio enabling us to offer far more comprehensive pest solutions than either Waterbury or FMC could have done alone," Rosenbaum said.

Univar Vice President John Bolanos, a longtime industry observer, said the acquisition should be good for both parties. "FMC has a solid reputation in our industry and the CB line of products in their portfolio will add scale and provide added opportunities for delivery systems and formulations for their future products. I would envision the CB line to be better supported and emphasized now that it is part of the FMC offering. With FMC’s sales and marketing organization, the CB line will benefit from the extra resources and focus that FMC can provide."

Chris Donaghy, CEO of Residex, Cranford, N.J., agrees. "The FMC acquisition of the CB/Waterbury line if anything will improve the recognition and quality of the brand," he told PCT. "Waterbury has lost a lot of traction with the professional pest control industry over the last five years with their ownership and management changes during that period of time. FMC may bring new life to a product line in need of an innovation infusion by adding new actives, formulations and delivery systems."

Overall, the acquisition has received generally positive industry reviews. "The acquisition of Waterbury’s CB Pro products will greatly diversify FMC’s strategic marketing, sales and advertising program to the pest management industry, more on a par with Bayer and BASF," observed Roland Rhodes, president, Rhodes Chemical Co., Kansas City, Kan.

"Waterbury needed a competent big chemical company team that knows the industry," added Lon Records, president, Target Specialty Products, Santa Fe Springs, Calif.

In addition, he said, "The PCO level should like the FMC logo on the label," although he doesn’t expect "much impact at the marketing level, just the usual marketing competition." However, Records does anticipate the acquisition to have a positive impact at the distributor level "due to the added marketing clout that FMC brings to the market."

"It appears that FMC wants to go toe-to-toe (with other manufacturers)," Tom Forshaw, president, Forshaw Distribution, Charlotte, N.C., told PCT. "This shows its commitment to the professional marketplace. Waterbury has room to grow and FMC may be the way."

"Additionally, FMC’s product stewardship record is second to none," Donaghy said. "It is also a comfort to see the product line fall into the hands of one of the oldest American-owned chemical companies.

"On the negative side of the deal, as I have said before that anytime the industry experiences consolidation on the manufacturing front, it represents a net loss in financial and field support for the associations, pest control companies and distributors alike," Donaghy added.

FMC Professional Solutions is part of an FMC business unit that has a dedicated research & development facility and spends more than $70 million a year on R&D. FMC Professional Solutions has long been a major supporter of the pest control industry through investments in industry associations, training, advertising, legislative and regulatory advocacy and product innovation, said Rosenbaum. "As a result of this acquisition that support will now extend across our new, broader product line."

Rosenbaum said he expects the integration process to go smoothly. "The most important thing for us is to try to make it as seamless as possible for our customers. We have a full team lined up to tackle the integration process, particularly on the transactions processing, operations, logistics and customer service (side of the business)."

Norm Ehmann, a strong advocate for industry training and education, passes away

SALINAS, Calif. — Norm Ehmann, a former vice president of Van Waters & Rogers (now Univar) who was considered one of the pest control industry’s top goodwill ambassadors, died Feb. 2 from cancer. He was 84.

Ehmann was involved in the pest control industry for more than 50 years, and just last year, his book titled "Adventures Through The World of Entomology," was published. He described the book as a chronicle of "his 50 years observing urban pests — a 250-page book illustrated with 500 high-quality photos."

Ehmann achieved business success at VW&R, but he also had a profound, industry-wide impact through his efforts to raise the industry’s level of professionalism via education and training. Ehmann started his career as a pest control supplier in 1950 with the Neil A McLean Co. (NAMCO) distribution firm. He was manager of NAMCO when the company was sold to Van Waters & Rogers in 1975. Ehmann helped take the distributor from a $3 million operation under NAMCO to a $200 million enterprise under Van Waters & Rogers’ ownership.

Ehmann developed a system of educational seminars to train the pest control industry, creating more than 8,000 insect slides and specimens in the process. Throughout the years, Ehmann imparted others in the industry with his spirit and knowledge through these seminars, inspiring them to give of themselves and make the industry a better place to work.

Dr. John Osmun, former head of the Department of Entomology at Purdue University, told PCT that Ehmann was one of the first suppliers to push education as the basis for pest control. "Norm had a great appreciation for professional quality and he advocated that strongly in the pest control industry. He’s a man who had a lot of drive and strong goals for the industry and he was able to convince others to work for these goals. He was a great contributor to the industry."

Truly Nolen was one of those companies that benefitted from Ehmann’s training sessions throughout the years. Nolen told PCT he first met Ehmann in 1956, while Ehmann was working for NAMCO. "He didn’t just give sales talks. He said ‘I’ll train your people. I’ll put on classes. I’ll get in trucks and ride with your technicians — anything you want,’" Nolen said. "For example, Norm helped us and many companies like us get out of this terrible rut we were in by sending a new employee out with an old one for a short period of time — and then letting them sink or swim."

Industry consultant Lloyd Smigel met Ehmann 34 years ago while he was running his first branch office for Truly Nolen in Scottsdale, Ariz. Smigel said Ehmann was instrumental in keeping him in the industry during a time when he was considering leaving. Smigel said he was frustrated that many PCOs lacked the know-how and/or desire to grow their companies ethically and he didn’t want to be affiliated with that kind of industry. "Norm suggested that that is exactly why I should stay in this industry — to help raise professionalism and ethics one person at a time. He went on to suggest that if I truly am concerned about running a professional and ethical company or industry, I should act upon it and not just turn my back on it. That was the conversation that really began my career. His influence and friendship have guided my value system."

Ehmann also served as a mentor to many industry professionals, including Univar Vice President John Bolanos, who worked with Ehmann from 1977 until 1994. The pair remained friends and spoke with each other several times a year following Ehmann’s retirement in 1994. "Norm imparted a very strong sense of duty and responsibility to those who worked for him. This included our families, our industry, and our company," Bolanos said. "Norm had little patience for anyone who shirked his duty or responsibility and would be very direct and vocal if he sensed we had taken the easy way out. He drilled into many of us the need to be more than just a distributor that sold products at a price.

"Norm made a strong impression that we had a duty to invest in the industry we would make our livings from. Norm’s passion and accomplishments regarding industry training and education were born from his conviction that our success was directly linked to the growth and professionalism of the industry."

Bolanos added that Ehmann was both demanding and encouraging. "As a young salesman Norm intimidated me to great lengths but also conveyed a real sense that he cared about me individually and would take the time to listen and offer advice. I will miss him."

Bolanos, like many in the industry, marveled at Ehmann’s personal touch. For example, beginning in 1987, Ehmann sent Christmas, anniversary and birthday cards to nearly everyone he came into contact with in his decades of work in the pest control industry. When talking with someone new at a trade show or industry event, Ehmann nearly always would take the time to ask about their birthday, their wedding anniversary and their children’s birthday. He would then jot the information down on their business card and without fail that person would receive a card from Ehmann the following year.

Ehmann was preceded in death by wife Fay, who passed away in 1999. The couple had five children and nine grandchildren. Those wishing to honor his memory may send donations to The Norman Ehmann Scholarship Fund, the York School, 9501 York Road, Monterey, CA 93940. — Brad Harbison

Univar collecting memories on PestWeb to present to Norm Ehmann’s family

AUSTIN, TEXAS — To honor the legacy of Norm Ehmann, Univar USA has set up a page on PestWeb where members of the pest control industry can share their personal memories of Norm. To do so, visitors at www.pestweb.com click on the Norm Ehmann banner located on PestWeb’s home page under the "PestWeb Spotlights" section. At the bottom of John Bolanos’s letter about Norm is a link entitled "Share Your Memories of Norm Ehmann."

Univar will collect these memories and will present them to the Ehmann family in memory of Norm’s immense contribution to the industry.

New PPMA Executive Director Named

Fairfax, Va. — On Feb. 25, the National Pest Management Association announced the hiring of Missy Henriksen as the new executive director of the Professional Pest Management Alliance (PPMA). Henriksen has more than 21 years of experience in the association industry with specific expertise in public relations and fundraising, NPMA said.

"Over the last several months, PPMA has focused our search on finding the right person with dual experience in both association management and in public relations," said Tom Fortson, PPMA chairman and owner of Terminix Service, Columbia, S.C. "This selection will ensure PPMA’s bright future under a strong leader."

"I’ve been impressed by this industry and this association for quite some time," Henriksen said. "I’m honored to accept this position and look forward to continuing the tremendous success of the program."

Henriksen recently served as the director of advancement with The Congressional Schools of Virginia with a focus on community and public relations, fundraising and all oversight of marketing. Prior to that she served as the executive director/CEO of the American Composites Manufacturers Association where she managed all strategic and operational aspects with a $5 million operating budget.

Henriksen replaces Cindy Mannes, who left the PPMA executive director position in June 2008 to join Arrow Exterminators, Atlanta, Ga., as its chief marketing and strategy officer. Mannes had been at PPMA since 2001.

PPMA, established in 1997, exists to increase awareness among consumers of the value of professional pest management services, protect the industry’s reputation and increase the size of consumer and commercial markets. PPMA speaks directly to the consumer through a comprehensive marketing campaign which includes media relations, public service announcements, online communications and network radio advertising.

Attendees Receive Hands-on Learning Experience at Florida Pest and Lawn Care Expo

ORLANDO, Fla. — Florida pest management professionals and landscape contractors received valuable hands-on education at the Florida Pest and Lawn Expo, held Jan. 7-9, in Orlando, Fla. The conference was a collaborative effort among the Florida Pest Management Association, the Florida Turf Grass Association and Florida Pest Pro Magazine

The Florida Pest and Lawn Care Expo provided attendees an opportunity to assemble in an environment where business growth, learning and networking were top priorities.

This year’s Expo included an expanded exhibit marketplace and "try before you buy" field day. More than a half-acre outdoors was filled with exhibits featuring live demonstrations and hands-on training. More than 20 manufacturers were on hand for test-drives and hands-on comparisons.

Attendees also had the opportunity to pick up a full 10 hours of continuing education unit (CEU) credits and listen to top-notch speakers provide their insights on a variety of business topics.

Another highlight of this year’s Expo was the Dempsey Sapp Cookout, one of FPMAs longest running traditions.

March 30-31: Texas Pest Control Association Greater El Paso Workshop, El Paso, Texas. Contact: 512/835-2801 or txpca@sbcglobal.net.

April 17-18: Commercial Sales Training Retreat by Lloyd Smigel, Dallas. Contact: Terry Holmes, 888/711-3232 or terrycare@att.net.

April 22-24: The Green Pest Management Conference, Dallas. Contact: www.thegreenpestmanagementconference.com.

July 23-25: NPMA Academy 2009, Phoenix. Contact: NPMA, 703/352-6762 or visit www.npmapestworld.org.

Aug. 6-8: NPMA’s Carolinas/Mid-Atlantic Summer Conference 2009, Savannah, Ga. Contact: see July 23.