Sales Are Proactive

According to 43 percent of PMPs who took part in the PCT 2020 State of the Termite Market Survey, pest management companies performed more termite-related service calls in 2019 than the year before.

Companies did not wait for customers to contact them; instead they actively sold termite solutions.

“You’ve got to go get it,” said Edward “Bubba” Grace of the termite work in his market. The owner of Grace Pest Solutions in Franklin, Ky., gained termite jobs by offering free inspections. At many properties, he found evidence of termite activity not known to the homeowners.

Companies also sold more preventive services to homeowners without termites, reported PMPs in follow-up interviews. Once the service is explained the sale is “kind of a no-brainer” because people see it as a way to protect their biggest investment, said Steven Durieu, Senate Termite Control. Plus, this market offers more potential than the “very small market” of homes with active infestations, he said.

Senate Termite Control has offered a quarterly termite monitoring and warranty service, which accounts for about 40 percent of its termite business, for 29 years, said Durieu. More than half (52 percent) of companies offered termite monitoring or inspection only services, found the PCT survey.

PMPs also reported performing more wood-destroying insect and organism (WDI/WDO) inspections for real estate closings last year, which led to more termite work. “I think that’s what’s really helped us,” said John King, owner of On The Fly Pest Solutions, Apopka, Fla. His termite revenue increased 40 percent in 2019.

Companies also offered post-construction (92 percent) treatments, renewals involving a re-inspection for an annual fee (86 percent), and pre-construction (77 percent) treatments, borate wood treatments (58 percent), termite exclusion (16 percent) and fumigation (14 percent).

Unfortunately, the average callback rate for termite control service increased, according to PCT surveys. In 2019, it was 1.8 percent compared to 1.6 percent in 2018 and 1.4 percent in 2017.