Service Regimens: Preventive and Curative

According to the 2023 PCT State of the Small Fly Control Market survey, about half (51 percent) of pest control company locations included small fly control in their general pest control service program. About an equal number — 49 percent — offered small fly control as a separate service.

At Thomas Pest Services, Schenectady, N.Y., small fly prevention is included in the company’s regular commercial service program.

Curative service costs extra. That’s because the company brings in a team after closing hours to conduct a thorough site inspection, address sanitation issues, and perform necessary treatments. This is done for existing clients who have an escalating problem and for new customers who request small fly help.

“A lot of times that’s what they really need to get these situations under control,” said Bob Gaul, Thomas Pest Services. The approach is intensive, effective and often leads to new customers.

That’s because satisfied clients refer the company to peers active in local restaurant and hospitality industry groups. It’s not unusual for Thomas Pest Services to pick up new commercial accounts when competitors can’t solve a small fly issue, said Gaul.

Purcor Pest Solutions has won restaurant clients in Miami this way. “We do pick up business. There are also some we lose to competitors for the same reason because we just can’t get the owner or the GM to buy in,” said David Joles. Small fly prevention and control requires everyone working toward the same goal, namely reducing the conditions in which the flies breed.

A successful small fly job can lead to a long-term relationship. In fact, 47 percent of PMPs said their company locations have grown a small fly-only service call into a recurring pest control customer, found the PCT survey.

In follow-up interviews, some PMPs said they’ll address a commercial small fly problem at an account serviced by a competitor; others won’t take on the work unless the entire account is reassigned to them.

At residential accounts, small fly work can open the door to other services. “Anytime you can get out to a customer’s home, typically they have more than just that [pest] issue” going on, said Nate Heider, Spidexx Pest Control.

Talking about small flies leads to “other conversations” about the overwintering box elder bugs and the mouse droppings under the sink, for which you can provide a recurring, preventive solution, he explained.

Being observant helps, too. If Versacor salespeople notice small flies at a restaurant or food service establishment while grabbing lunch or a drink, they ask the manager, “Who does your pest control?” said Ryan Gates. That “gets them in” conversationally with the client, he said.

Versacor offers a supplemental prevention program for an additional cost to hospitality and restaurant clients that need a high level of small fly control.

According to the PCT survey, 57 percent of PMPs expected their locations to charge higher prices for separate small fly control service in 2023.