Schedule of Events

Mergers And Acquisitions

Times, sessions and speakers are subject to change.

11:00 AM – 11:45 AM
An M&A Guide for Small- and Medium-Sized Companies

While blockbuster deals generate industry headlines, there are hundreds of modest mergers and acquisitions that occur “under the radar” every year in the pest control industry. These deals are no less significant for the PMPs and families they impact in both profound and subtle ways. Often, PMPs managing pest control companies under the $2 million level are so absorbed operating the business on a day-to-day basis, they have little time to strategically plan for a future sale of their business or consider possible acquisitions. It doesn’t have to be that way however, according to Rand Hollon of Preferred Business Brokers, a firm specializing in M&A activity for small- and medium-sized pest control companies.

11:45 AM – 11:55 PM
Sponsor Presentation
Sponsored By
12:00 PM – 12:45 PM
Customer Retention: The Key to Building Value

Recurring revenue represents the financial foundation of every successful pest control business. That’s why it’s so critical not only to constantly attract new customers, but to retain them as well, creating a base of business that renews year after year after year. Kemp Anderson, president of Kemp Anderson Consulting, understands this basic business premise, and will share his insights – acquired from years of practical experience working in the pest management industry – about how to retain customers, making your company as attractive as possible to potential buyers when it comes time to sell.

12:45 PM – 12:55 PM
Sponsor Presentation
Sponsored By
1:00 PM – 1:45 PM
Mergers & Acquisitions from a Global Perspective: Why It’s Important to Understand the Big Picture

Pest control is a global business, with major players from around the world investing in the North American market. And who better to address the subject of mergers and acquisitions from a global perspective than Paul Giannamore, managing director of The Potomac Pest Control Group. As someone with deep roots in the M&A marketplace who speaks Spanish, Italian and Arabic, Giannamore specializes in mergers and acquisitions execution and corporate strategy at a global level.

1:45 PM – 1:55 PM
Sponsor Presentation
Sponsored By
2:00 PM – 2:45 PM
Developing a Business Exit Strategy

The typical drivers that motivate a PCO business owner to sell include plans to retire, an unexpected death or disability in the family, a change of direction by children previously expected to continue a family business, a divorce, a bankruptcy, price multiples too sweet to ignore, and/or the desire to launch a new career. Whether you are forced to sell quickly or have a longer time horizon, it’s important to have an exit strategy. Participants in this session will leave armed with an understanding of:

  •      - How to create an exit plan.
  •      - What factors are considered in determining fair value for your business.
  •      - The best buyers given your financial and timing requirements.
  •      - The paperwork needed to negotiate and consummate a definitive deal.
  •      - The most important deal terms that go beyond price.
  •      - Understanding you future financial lifestyle needs post-closing. 

2:45 PM – 2:55 PM
Sponsor Presentation
Sponsored By
3:00 PM – 3:45 PM
Practical Tips for Driving Business Growth to Position Your Company for Sale

What’s the old saying …. ‘If you’re not growing, you’re dying.’ That certainly holds true in the highly competitive world of structural pest control. Fortunately, one of the speakers for PCT’s Virtual M&A Conference is Greg Clendenin, someone who has spent his entire career driving revenues and building value at leading pest control businesses. Clendenin began his career in the lawn and pest control industry in 1979. In 1982, he became general manager of Middleton Lawn & Pest Control, eventually becoming CEO and leading Middleton to #15 on PCT’s Top 100 list. Clendenin led the organic growth of Middleton from five employees and $488 thousand in annual revenue in 1982 to approximately 300 employees and annual revenues of $35 million in 2005. Learn his secrets for driving growth in this informative educational session sure to positively impact your company’s bottom line.

3:45 PM – 3:55 PM
Sponsor Presentation
Sponsored By
4:00 PM
Virtual Conference Wrap Up