FALL 2019

KANSAS PEST CONTROL ASSOCIATION

www.kansaspest.com kansaspest@yahoo.com 785-271-9220

H aving stink bugs in a home can, literally, stink. Stink bugs get their name from the fact that they produce a foul smelling odor when

they are disturbed or crushed. While stink bugs have long been considered occasional invaders in homes and garden, this pest is not found coast to coast and more prevent.

The brown marmorated stink bug has a shield-shaped body that is typical of other stink bugs. Adults are about one-half of an inch long with a brown marble-like exoskeleton. This insect becomes a nuisance pest indoors and outdoors when it is attracted to homes on warm fall days in search of protected overwintering sites. Stink bugs to not do any structural damage to homes and do not sting or bite. However, their presence can be quite apparent if they are squashed or disturbed, causing them to produce their foul smelling odor.

As air temperatures begin to warm in early spring, adult brown marmorated stink bugs emerge from their overwintering locations in search of a mate. Females then find fruit trees to lay eggs and die soon after. Beginning in May, nymphs emerge from eggs and

feed on the fruit trees for a few months. By midsummer, nymphs have molted into adults and disperse to new feeding locations. The search for an ideal hibernation site such as an attic or wall void peaks in late October, and by November the stink bugs stop flying and settle into the chosen hibernation site for the winter.

An effective method for managing stink bugs is to prevent these smelly insects from ever making it into a home in the first place. This is accomplished through various methods of exclusion. First, check all doors and windows to make sure they seal properly. Also, ensure all

screens and window are installed correctly and in good working order. Next, check for cracks in areas such as siding, utility pipes, and behind chimneys that can give pests easy access to a home. It is important that appropriate products are used to seal interior or exterior access points, otherwise exclusion methods may fail.

If stink bugs have already found their way into a home, the point of entry must be found and sealed to prevent more insects from gaining entry.

FALL 2019

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Identifying Pest Hot Spots Around a Home

T he cooling temperatures of fall force chilly critters to start looking for winter shelter. Unfortunately, those warm, cozy homes are

also inviting to insects and animals seeking a comfy place to stay for the winter. There are a few things pest man-agement professionals can advise cus-tomers to do in the fall to keep critters out when temperatures begin to drop.

Walk around a home and look for signs of burrowing near the foundation or under decks. This could indicate a possible rodent or wildlife infestation. Remind customers to keep garage doors closed, especially after dusk. Open garage doors allow mice, rats and wild-life into the garage.

Tell customers to keep pet food and birdseed in plastic bins with tightly fitted tops. Advise them to keep all garbage in closed containers inside and outside the house. Make sure they seal any holes in the foundation or anywhere insects or rodents might enter. Silicone caulk or sealants work great for closing up minor gaps, especially around AC lines. The customer, or

your company, should not use expandable foam because it can degrade over time and it is easy for mice and other rodents to gnaw right through.

Offer to add weather-stripping under doors to save energy and to exclude pests. They need to trim away any branches which have contact with the house as ant and even wildlife love to use these to find a way into a warm house. Customers need to make sure chimneys are capped properly, installed to prevent birds, rodents and wildlife from entering. Many dampers are not airtight, so there is often a nice warm air current going up the chimney which makes ting cozy for these pests. Look for any wood in contact with the soil near the house. This can lead to a termite infestation.

These steps certainly help reduce pests from getting in, but unfortunately, sealing all potential openings can be a daunting task for many customers. Make sure your company can either offer these services, or you can put the customer in touch with someone you work with who can.

Many people mistake

cluster flies for house flies.

However, the big give

away is the time of year

that cluster flies will be

encountered - in winter.

House flies are going to

be more prominent in

warmer months, in late spring and throughout the

summer into early fall. Cluster flies will begin to

move indoors in autumn when temperatures begin

dropping and will spend their winter indoors during

cold months. On a warm, sunny day in winter, you

may encounter a cluster fly clumsily flying around a

home or window. You may find a large population of

flies clustered together in an attic or wall void,

indicating that there is a cluster fly infestation. They

will emerge in the spring, exiting the house to go lay

eggs in soil and start a new generation of flies.

Preparing home for winter is the best option for

cluster fly control. Once they become established,

they may be difficult to control. Excluding cluster

flies from entry should prevent cluster flies from

becoming an issue in a home. Entry points should be

concealed, especially near soffit or ridge vents.

Additional protection via professional insecticide is

Prepare for Cluster Flies Before Winter Many people, and professionals, mistake them for House Flies

FALL 2019

PMP Direct to You

I t’s common knowledge that dogs have an incredi-ble sense of smell. In fact, dogs possess up to 300 million olfactory receptors in their noses, whereas

humans have about 6 million olfactory receptors. As a result, many dogs are used to sniff out bombs and drugs, find truffles, locate people at disaster sites and detect the use of accelerants after suspicious fires. In pest managment, dogs are used to find termites and even sniff out those elusive bed bugs that plague so many homes and busi-nesses. WORKING CLASS DOGS As the reported number of bed bug infestations has risen, so has the demand for specialty trained bed-bug-detection dogs. Trained dogs are up to 98% accurate at detecting live bed bugs using their sense of smell. In comparison, humans alone are just 30% accurate at locating bed bugs dur-ing a visual inspection. Clearly, working with a canine can significantly increase a pest management profes-sional’s success rate. Certain breeds are better suited for bed bug detection than others. Scent detection trainers prefer dogs with high energy levels and sniffing abilities, such as bloodhounds, beagles, border collies, Jack Russell ter-riers, Australian shepherds and Labrador retrievers. Smaller, less intimidating breeds are typically chosen for bed bug detection because they can get into small-er areas and be lifted into high places like attic shelves. TRAINING & CERTIFICATION The National Entomology Scent Detection Canine

Association (NESDCA) has established a training cer-tification for these talented pups. Specially trained handlers begin working with these dogs when they are around 8-12 months old. Trainers expose the dogs to bed bugs in different developmental stages—as well as dead insects—to learn their various scents. This prevents the dogs from identifying pest infestations that are no longer a threat and do not require fumiga-tion and other treatments. PROS AND CONS

Should PMPs seriously consider “hiring” their own canine employees? The in-tial cost for a spcially trained bed-bug-detection dog currently ranges from about $8,000 to $15,000. The costs of food and vet-erinary care also will add up. PMPs who use canine detectors also must be

trained in handling these dogs and commit to continu-ally training them. Professionals who specialize in bed bug eliminationor conduct most of their business in the bed bug market sector may find a specially trained dog to be an effi-cient and cost-effective tool that improvestheir results. However, these dogs must work, and their handler must continually reinforce the correct training so that the dogs are as effective on the job as possible. PMPs who don’t have the necessary workload to justi-fy a canine investment may prefer to use a service that hires out bed-bug-detecting dogs. This also is an ideal way to determine whether future ownership may be right for the PMPs businesses. DOGS ARE JUST A DETECTOR While dogs are great at detecting the presence of bed

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Man’s Best Friend Sniffs Out One of Man’s Worst Enemies

LAVATORY LESSONS groups of insects and other arthropods commonly found in bathrooms

FALL 2019

REGIONAL TRAINING, MASTER TECH, WINTER CONFERENCE

Check out upcoming CEU opportunities at www.kansaspest.com

PESKY DRAIN FLIES Drain flies sometimes appear suddenly and mysteriously, becoming a nuisance in homes and commercial buildings. Adults flies may become so numerous indoors they congregate at windows, darken lamp shades at night, fall into food and accumulate around showers, bathtubs, sinks and floor drains, especially in the basement. Outdoors they mar fresh paint and plug sewage filter beds, getting into the eyes, ears and noses of people in the area. Since these flies originate in filthy conditions, there is always the possibility of human health disease transmission. Adult drain flies are tiny (1/5 to 1/6 inch long), fuzzy, dark or grayish insects with the body and wings dense-ly covered with small hairs; they may appear to some people like small moths because of these hairs and so they are also known as moth flies. Wings, appearing too large for the body, are held roof-like over the body when at rest. They are very weak fliers. Drain flies reproduce in polluted, shallow water or

highly moist organic solids. The eggs, larvae and pupae can be found in the muck, slime, or gelatinous film often accumulating on the sides of drains and overflow pipes in homes, septic tanks and moist compost. They have also been found in dirty garbage containers, rain barrels and tree holes. Adults live for only about two weeks. They feed on

flower nectar and polluted water. During the day, adults rest in shaded areas or on walls near plumbing fixtures and on the sides of showers and tubs. Most activity occurs during the evening when these flies are seen hovering about drains and sinks. Drain flies do not bite humans but may become a nuisance by their presence in large populations.

Sometimes it takes persistent effort to eradicate an infestation in a home. You must concentrate on eliminating larval breeding sites from drains in floors, sinks, wash basins, bathtubs, etc. Often the most effective method is to clean the drain pipes and traps to eliminate the gelatinous rotting, organic matter, thereby eliminating the larval food source.

From Techletter

Pinto & Associates

D o you have customers who always seem to have pests in their bathrooms? There are

four groups of insects and other arthropods found in bathrooms.

Moisture Lovers: Most insects need moisture to survive and, generally, the more humid their environment, the better they like it. German cockroaches prefer humidity of 90 to 95%. Other high-humidity pests found in bathrooms include silverfish, springtails, psocids and fungus beetles. Occasional invaders tend to end up in bathrooms, especially on the lower level.

Attracted to Lights: Bathrooms often have bright lights above the sink and night-lights when no other lights are on in the house. Flying insects attracted to lights find their way to lit bathrooms while residents sleep. In the morning, mosquitoes, moths, midges and others will be waiting.

“Resident” Bathroom Pests: Drain (moth)flies can live and breed in bathrooms. The larvae feed and develp in the scum down inside sink, shower and tub drains. Emerging adult flies may remain in the bathroom, lazily circling around or sitting on walls and then laying eggs once again in the drains.

Predators: Predatory insects and other arthropods end up in bathrooms because their prey are attracted by all the reasons listed previously. Predators such as spiders and house centipedes are always looking for an insect meal, and the bathroom is a good place to find one. When insects end up in a bathroom, predators will find their way there, too. These predators don’t mind the extra moisture found in a bathroom either.

Insects are more likely to end up in bathrooms with windows, especially if the bathroom is lit at night. Advise customer to check bathroom windows, and maybe doors, for gaps that let pests in. Bathroom windows should be closed and covered with curtains at night to block light. If bathrooms remain too damp, residents should consider installing a dehumidifier or additional ventilation. If drain flies are the problem, scrub and treat drains with a bacterial or enzyme cleaner.

FALL 2019

MEMBER’S ONLY SECTION

By Spencer Duncan KPCA Executive Director As Pest Management Professionals, you play a key role in the public health of Kansans. This is a role our industry should embrace, and use it to spread awareness about the threats posed by pests. In that vein, keep in mind the following: You are the protectors of public health and experts in the field.

Remind customers that importance of your business in keeping them healthy and keeping them safe from the spread of disease. It’s a good reason why DIY is not always the most effective method.

People view mosquitoes bites as stinging and rodent problems as annoying, which is accurate. But remind them that there is so much more to treating these problems. Failure to do so can lead bigger problems, which is why they need your services.

Do your customers see you as a trusted partner they can reach out to when they have questions or concerns about pests? Establish yourself as a company they don’t just get services from, but also can reach out to with real pest questions that will get honest answers.

Work with local media as much as possible. Even in this day and age, people trust media sources more than advertisements. Let your local media outlets know you are always available for a story that is industry related. And occasionally, send them information you think they should have.

Use your social media platforms to give fun facts and vital health and safety information. Customers like this kind of information and it serves a real community service.

Remind customers of the importance of pest management in protection property. Health is important, but so are homes and businesses. Our industry keeps pests from causing deterioration.

Companies large and small can get involved and help bring pest control front and center when it comes to public health. Perception of pest control as essential to public health is beneficial to the wellbeing of the industry as a whole and educating people about the dangers posed by pests will help them understand the need for professional pest control services and your company.

KANSAS PEST CONTROL ASSOCIATION

www.kansaspest.com kansaspest@yahoo.com 785-271-9220

REGIONAL TRAINING

October 29, 2019

1 to 5 p.m.

Pittsburg, Kansas

Get 4 hours in category 7e Plus the Core Hour (pending KDA Approval)

MASTER TECH PROGRAM

Manhattan, KS

Rodent Academy

With Dr. Bobby Corrigan

November 12 & 13, 2019

WINTER CONFERENCE & EXHIBITION

December 4-6, 2019

Doubletree Hotel

Overland Park, KS

For more information or

to register, visit

www.kansas pest.com

or contact us at

kansaspest@yahoo.com or

785-271-9220

MARKETING TRENDS TO FOLLOW

Video Content: Customers are increasingly favoring video content when it comes to getting info. YouTube is the most used social media platform for a reason!

Social Media: If you are not using social media, you are making a major mistake. These platforms allow companies to enter the public dialogue and interact directly with customers.

Online Reviews Matter: Monitoring, responding to and encouraging online reviews from customers is essential to a pest company’s digital presence, perception and overall business. Make sure you are listed on review sites and monitor those reviews.

Update Online Info: Make when people search for you business on Google of Bing that the info is up-to-date. If not, get it updated.

You don’t need to completely revamp your marketing, but you need to make sure you are not falling behind in the digital age.

HIRING IN A COMPETITIVE MARKET

E nticing motivated, reliable employees does not require endless resources. It requires creativity, passion

and inspiration. Unemployment in the Kansas its lowest in decades. This is great news for many - except business owners seeking to hire in the market. Businesses looking to compete and find talent find it hard to stand out. Many small companies don’t have the resrouces to offer benefits, salary and perks of a large corporation. However, this does not mean a small business has nothing to offer! It’s about finding the right balance of passion and non-financial perks to keep the right person engaged. Here are some creative strategies to make sure you’re attracting top talent. Get Creative with Incentives: for many, salary isn’t everything. A friendly, personal environment with opportunities to advance can

often outweigh a high salary. In a nationwide poll, a majority of workers said generous vacation policies and a flexible schedule outweighed pay rates or increases. Put Your Network to Use: Word of mouth plays an important role in hiring the next great employee. Loyal customers, other employees

and friends and fami-ly can be a great way to spread the word about an open posi-tion. Promote Openings in the Right Spaces: find niche communities for candidates. Seek out

smaller platforms where your list-ing has a chance of being seen by someone looking for work. Reach out to community organizations with job placement programs. Communicate Your Passion: Research shows millennials seek jobs with ”real purpose.” Showcase the importance of the industry to the health and safety of people and property so job seekers understand the value of the work. Educate: Let potential hires know the industry is a skill, includes lifelong learning, is engaging and interesting. This makes the opening, and industry, appealing.

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FALL 2019

Halloween Ideas for Your Company Halloween is a perfect holiday for pest control companies to observe, have fun with and known in the community as well! Here are some promotional activities:

• Arm technicians with a Hallow-een giveaway to leave behind after service: candy with a company wrapper; pumpkin magnets with your info; key ring flashlight; imprinted trick-or-treat bag; reflective shoe stickers; plastic bugs; LED safety lights; etc.

• Hold an employee contest for best decorated desk. Or even truck interior! Award a

prize for the winner and post pictures on social media. Employee photos get more attention than generic photos.

• Donate Halloween candy to a food pantry in your area, but call first to see if they accept candy. Or donate to a local trick

-or-treat event. Have candy available for anyone who walks into your office.

• Hold a pumpkin carving contest for employees and customers. Again, take pictures and post them on social media.

• Post “boo facts” about spiders and bugs on social media in the days leading up to Halloween.

The bottom line is DO SOMETHING. This is the perfect holiday for pest control companies.

- From June Van Klaveren, Compelling Communications

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FALL 2019

GET MORE INFORMATION AND INDUSTRY UPDATES AT:

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NAVIGATING ONLINE REVIEWS - GOOD & BAD!

O nline reviews can be a critical factor in consumers deciding who to contact. This is a particularly true of Millenials, Gen Xers and

Baby Boomers. It’s important you are aware of what online reviews are being made about your company, and that you react properly.

Pay Attention to Online Review Sites: Yelp, Google and Angie’s List are the most influential review sites for info about pest control services. Keep your profile on these sites updated and set up Google Alerts so you are notified when posts

mentioning your company appear.

Be Connected: Many consumers use social media to interact with companies. On Facebook, users can

post ratings and write reviews. Keep an eye out for what people are saying about your services on social media networks.

Reply to Reviews Quickly: Not responding to negative reviews may give consumers the impression a company does not care about consumer experiences. The most effective way to resolve an issue is publicly reply to the review then handle the customer’s concerns through a private phone call or email. Consumers anticipate quick responses, so aim to reply to all reviews as soon as possible. If you wait too long, the consumer may share their concerns on other review sites or social media.

Identify Fake Reviews: It is more common for companies to receive illegitimate reviews, commonly from competitors or disgruntled former employees. If it looks likes a user has posted something inaccurate about your business, report it to the review website. The review website will evaluate the review’s content and determine if it violates its policies and standards.

Encourage Customers to Leave Reviews: Receiving positive reviews is the best way to combat negative reviews. Encourage customers to review your company by expressing that you value their opinion and would appreciate their feedback. Make it easy for them to find your business online by giving our leave-behinds that include your company’s social media information and review sites you would like them to post on. You can also use positive reviews as testimonials and feature them on your website or social media accounts.

SAYING GOODBYE TO CUSTOMERS

By Kate Zabriskie

S ometimes customer’s expectations can’t be met. Some customers require too much time. On rare occasions, a customer’s behavior may

expose a business to undue peril. When these situations occur, it’s best to say “goodbye” quickly in a way that creates least resentment on both sides.

They Cause More Problems Than Revenue: Sometimes there is a customer that routinely disrupts normal business operations. Customers who buy little and cost a lot of time, personnel, or energy to service may not be a customer you want to keep - especially if serving them takes you from clients more profitable and easier to help. When a customer is more trouble than profit, the easiest way to say goodbye is to rely on the classic “Its not you, it’s me”. Say based on a review of the account, you think someone else would be a better fit for their needs. If they insist on staying, raise rates accordingly.

They Are Abusive: When management allows customers to abuse employees, it’s the same as perpetrating the abuse directly. Draw a line and let them know what behavior is and is not acceptable. If you speak with them and the behavior continues, the relationship should stop. Even if this is a top customer, weigh that against exposure to a lawsuit, erosion of morale and impact on employees.

Behavior is Out of Touch with Policies: If you enable customers to act ways in conflict with your organization’s values or laws, it may be time to say goodbye.

They Expose You to Financial Risk: If you spend more time chasing payments than performing work, it’s time to consider a new payment plan or a permanent breakup.

You’re No Longer a Good Fit: Sometimes people and organizations grow apart. Nobody has done anything wrong; the parties are just in different places and it’s time to say goodbye.

MEMBER’S ONLY SECTION

FALL 2019

REGIONAL TRAINING, MASTER TECH, WINTER CONFERENCE

Check out upcoming CEU opportunities at www.kansaspest.com

Ways to Advertise for Less

than $50

SERVICE APPS: Take a look at services like

TaskRabbit and Thumbtack to help customers get into

contact with you.

BUSINESS CARDS: They may

seem old school but business cards

are cheap, and people will take them

when you hand them out. You can

also leave your cards at counters and

other businesses that allow it. They

also fit nicely in the corners of

bulleting boards at public locations.

FACEBOOK GROUPS: Create a Facebook group.

As a small business you have the ability to create it in

the buy and sell category. Have theme days for the

group, which attracts people.

EMAIL MARKETING: Conduct an email

campaign. There are many low-cost tools, like

MailChimp, that allow you to send professionally

crafted emails. Email marketing works best when reg-

ular and consistent.

SOCIAL MEDIA ADS: You can

reach thousands of prospects for a

low cost on Facebook, Instagram and

Twitter. However, outline a goal

before you get started, so as to not

spend too much money. Each

platform has a metric you can use to

gauge your success.

WEBINARS: There are low-cost,

and even free services. Although, if

you get too many users costs can increase fast. How-

ever, there are customers who like the idea of

learning from your business a few times a year.

Visuals are important. Make sure you have some nice

slides to capture attention.