Strategies for Selling Rodent Control Services

Companies that leverage sales opportunities to their fullest are seeing their rodent revenues continue to rise. On average, PMPs reported that dollars earned through rodent control services represent about a quarter (25 percent) of their total revenues, and more than half (53 percent) said rodent work has become a more significant portion of their business over the past five years. In the Northeast, those numbers are 36 and 68 percent, respectively.

Holper’s Pest & Animal Solutions in St. Louis, Mo., is one of the pest management companies that is fully embracing the business potential of rodent control services. Co-owner Cheryl Chappuis said that mice are virtually ubiquitous in Greater St. Louis and areas of Illinois — with moles, voles and rats also playing a significant role — which gives rise to new sales opportunities.

“When homeowners see mouse droppings, that’s often a trigger for them to start thinking about pest control more broadly. They know they need to manage the mice, and as long as someone’s coming out, maybe they should address some general pest issues as well,” Chappuis said.

Likewise, when Holper’s technicians are in someone’s home taking care of general pest issues, they are on high alert for conducive conditions that could be attracting rodents. Chappuis shared, “As they drive up to a property, our technicians pay attention to whether trees are touching or hanging over the roof, and when they’re checking attics, they look for mouse runs. They photograph what they find and share that with the customer, recommending they add on rodent services.”

SELL PREVENTIVE SERVICES. Soles Exterminating in Palm Beach County, Fla., starts selling even before signs of rodent activity come to light. Owner/Operator Tate Soles said preventive measures are necessary in the coastal communities his company services. “With commercial properties — multifamily units, restaurants and office buildings — property managers know they need to get in front of rodent control; they ask us for it. But it’s often not on the radar of residential customers, particularly those moving in from out of town who aren’t familiar with the rodent pressure here. They understand the need for cockroach and ant prevention, because those pests are always present, but we need to educate them about the rodent situation,” he explained.

Roof rats are the primary rodent species Soles and his team encounter; they’re drawn to the area’s prevalent waterways and fruit trees. “Last week, a customer told me they saw rats in their neighbor’s yard, eating the fruit on the ground, and asked if there was anything we could do about it. It was the perfect time to recommend preventative measures,” Soles said.

BUNDLED VS. STAND-ALONE. For Soles Exterminating, bundling rodent control with general pest control services has been a beneficial strategy. It’s one many other PMPs have adopted, according to the PCT Rodent Control survey. Three out of four (77 percent) operators offer a bundled service, while 23 percent sell rodent control services only as a stand-alone service.

“We’ve been bundling the services for commercial properties for many years, and for residential customers about five years,” said Soles. “We discovered we could provide a better service for customers and increase our revenue per stop. Thus far, we’ve gotten positive feedback from our customers.”