INNOVATION CONTINUES. Innovation. by Andy Symons. Focusing on Industry Needs Results in Exciting New Products from a Leader.

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2 Innovation by Andy Symons INNOVATION CONTINUES AAt Whitmire Micro-Gen, we take great pride in our history as an innovator in the pest control industry. We were one of the first in the industry to successfully market micro-encapsulation technology, our Crack & Crevice products revolutionized the industry and our Prescription Treatment University (PT-U ) continues to be a leading source for training and education programs for PMPs. What do these innovations have in common? All were developed in response to the needs of the marketplace. That has been and continues to be a cornerstone of Whitmire Micro-Gen s business philosophy. After all, the needs of PMPs and the industry continue to evolve and change, and Whitmire s focus on developing innovative products is as strong now as it was when we were founded more than 70 years ago. You will see evidence of innovation throughout the pages of this Quarterly. Perhaps the most significant aspect of these innovations is Whitmire Micro-Gen s continued focus on putting pest control products where the insects are. It sounds simple, but treating pests at the site of activity and harborage results in more effective treatment. One great example is our System III for Crack & Crevice treatments a product that is as relevant today as it was when it was developed over 30 years ago. Focusing on Industry Needs Results in Exciting New Products from a Leader. In the coming pages we are pleased to announce our new Advance Cockroach Gel Bait, which introduces a new bait matrix and a new active ingredient that controls both averse and non-averse cockroaches equally. Between Advance Cockroach Gel Bait and our Avert Dry Flowable Cockroach Bait, PMPs have more cockroach treatment options than ever. Read how Advance Cockroach Gel Bait helped one PMP in Kansas City solve a tough cockroach infestation that other products could not. We ll also tell you more about our Commercial Kitchen Program, a protocol that offers a variety of products for thorough and effective treatment of restaurants, and our MotherEarth products, a full line of minimum risk/alternative insecticides that give PMPs and their customers more treatment options. And if that isn t enough innovation for you, read the latest on our rapidly growing sales of the Advance Termite Bait System (ATBS), which has re-invigorated the termite bait category. While we continue to innovate and anticipate the future needs in the industry, one Whitmire Micro- Gen tradition remains the same you can continue to count on us for all your pest control needs. Andy Symons is president of Whitmire Micro-Gen. Prescription Treatment Quarterly is published by Whitmire Micro- Gen Research Laboratories, Inc. Whitmire Micro-Gen is one of the leading manufacturers and suppliers of general insect control products and equipment to the professional pest management industry in the United States. Whitmire Micro-Gen specializes in the manufacture of aerosols and baits for insect control and develops unique and environmentally friendly fly control equipment. Editor Krista McCann Krista.McCann@wmmg.com CONTRIBUTING WRITERS Dr. James Cink Jim.Cink@wmmg.com Steve Richardson Andy Symons Nick Tresslar Nick.Tresslar@wmmg.com Jeff Tucker JTucker@birch.net Graphic Design Karen Angus Editorial Office Whitmire Micro-Gen 3568 Tree Court Industrial Blvd. St. Louis, MO If you would like to submit information for the Prescription Treatment Quarterly, please contact Krista McCann at , extension PT Quarterly January 2007

3 Commercial Kitchen by Jeff Tucker COMMERCIAL KITCHENS Rethinking Cockroach Control. A As cockroach control evolved over the last 60 years, you would have expected that training technicians to perform this service should also have evolved. Well, it really hasn t. Basically, technicians today are still taught to do cockroach control from the control technology perspective. For example, in 1960 the one-gallon compressed air sprayer along with emulsifiable concentrates was the technology of choice. Thus, technicians were trained to control cockroaches by mixing and applying these concentrates as a fan spray to baseboards and other surfaces. In other words, the technology dictated how cockroach control would be done. Fifty years later technology has changed but it still dictates how we do cockroach control. Today baits are all the rage, so we train PMPs to locate cracks and crevices and apply baits in them with syringes or bait guns. Technology is leading the way again. Now, this may not seem like a bad approach. It s simple and does not require much thought. There are downsides, however, that can lead to problems. Consider this for example, a physician becomes so enamored with a new medicine that he simply gives it to every patient he sees. Undoubtedly, some patients might actually benefit from the January 2007 PT Quarterly 3

4 Commercial Kitchen by Jeff Tucker Top photo: The German cockroach can live in building habitats with a spatial scale of as few as 3 to 5 millimeters. Bottom photo: Cockroach habitats may be wet, dry, greasy or covered in cockroach feces. treatment but what about all the others? Without actually understanding the specific nature of their problems, a physician can get into trouble by relying on a single drug or technique for treating all patients. This would be an example of letting technology drive the practice of medicine instead of the physician s diagnostic skills and his determination of the best treatment based on an individual patient s condition and needs. Obviously, there is a lesson here about how we should perform cockroach control. Too much reliance on technology alone can lead to problems of resistance, aversion and ineffective pest control. For cockroach control, a better approach would be to decide how we want to control cockroaches based on conditions present in each individual account. Then, select the technology that is the most appropriate. However, to do this requires the PMP be very familiar with the ecology of cockroaches, including an in-depth understanding of the physical microenvironments in which they live. For example, the German cockroach can live in building habitats with a spatial scale of as few as 3 to 5 millimeters. These habitats may be wet, dry, greasy, covered in cockroach feces and made of wood, tile, stainless steel or cardboard. They may also be in ceilings, walls, floors or food preparation equipment. Taking these variables into account, the PMP can better decide which active ingredient, formulation and application technique will be best suited for the particular microenvironment the cockroach occupies. This is what Prescription Treatment is all about. Over twenty years ago, Whitmire Micro-Gen developed a series of treatment techniques that defined the how to or action part of pest control. These treatment techniques are Crack & Crevice, Void, Spot, Directed Contact, ULV Space, Perimeter, Baiting, Exclusion and Monitoring/Trapping. Each of these is still fundamental to modern pest management. However, to correctly select the best product and application technique we must For cockroach control, a better approach would be to decide how we want to control cockroaches based on conditions present in each individual account. Then, select the technology that is the most appropriate. focus on the specific microenvironment in which cockroaches live. Only then, can we properly match the product and treatment technique to the conditions within the microenvironment and achieve pest elimination and prevention. On page 5 there are two examples of common microenvironments along with the suggested treatment to achieve cockroach control in commercial kitchens. In each case, the control process begins with an understanding of the conditions that exist in the cockroach microenvironment. Then proceeds to establish a goal for the treatment and this is followed by the selection of the specific Whitmire Micro-Gen products and treatment techniques best designed to achieve the goal. This may seem like structural IPM and in a way it is. If you first analyze and then make management decisions, based on a goal and the conditions present, you are practicing IPM. You are also practicing prescriptive treatment a concept first introduced by Whitmire Micro-Gen over 40 years ago. It made sense then and it makes sense now. Offer your customers the best service available pest management based on Prescription Treatment. Jeff Tucker, B.C.E., is a consultant for Whitmire Micro-Gen. 4 PT Quarterly January 2007

5 Commercial Kitchen by Jeff Tucker MICROENVIRONMENTS WHEELS AND BRACKETS UNDER EQUIPMENT CONDITIONS 1. Metal, rusted, greasy and frequently wet 2. Infested with German cockroaches GOAL Quick kill of cockroaches and prevent re-infestation PRESCRIPTION 1. Remove equipment from kitchen area 2. Use directed contact treatment with PT 565 Plus XLO 3. Follow-up with spot application of Cy-Kick CS 4 Inspect monthly QUICK RECOVERY FRYER ON WHEELS CONDITIONS 1. Greasy, oily stainless steel 2. Temperature warm to hot 3. Gas fired GOAL Cockroach control and prevention PRESCRIPTION 1. If cockroaches are present, treat with Cy-Kick CS Crack & Crevice and spot treatment to infested area. 2. Follow-up on next service with Avert Cockroach Bait Stations and Advance TM Cockroach Gel Bait Reservoirs. 3. If cockroaches are not present, omit Step 1 and follow Step 2. January 2007 PT Quarterly 5

6 Commercial Kitchen by Jeff Tucker WHAT IS THE COMMERCIAL KITCHEN PROGRAM? The goal of Whitmire Micro-Gen s new training program is to teach PMPs how to manage pest populations in commercial kitchens using the latest pest management practices. This program breaks down the complex commercial kitchen environment into more than a dozen habitat zones from the front-of-house dining area to food preparation and storage areas to the garbage storage area and the perimeter of the establishment. More than one hundred photos and over a dozen video segments bring the audience into a real account, making the learning experience fun, real and memorable. This program s main focus is on cockroach and fly control. This program is coming to a location near you. For more information on the 2007 Commercial Kitchen Skill Development Seminar, visit For more information on the Restaurants & Commercial Kitchens Skill Development Seminars, visit COMMERCIAL KITCHEN PROGRAM Front-of-house treatment zones Doorways & windows Tables, chairs, booths Side stations Bar Back-of-house treatment zones Dry storage Prep equipment Hot line Grill/oven/fryer Plating station Beverage supply system Dishwashing area Garbage storage area Floor drains Pipes and conduit Carts & wheels Perimeter treatment zones Grounds & planting Exterior dumpster areas RESTAURANTS & COMMERCIAL KITCHENS SKILL DEVELOPMENT SEMINAR February 6...Baltimore, MD February 7... New Brunswick, NJ February 14...Bristol, TN February Nashville, TN March 6... Miami, FL March 7...Tampa, FL March 8... Jacksonville, FL March 1... Raleigh, NC March 14...Norfolk, VA March Atlanta, GA April Chicago, IL April 18...St. Louis, MO April 19...Kansas City, KS April 24...Detroit, MI April Boston, MA April Queens, NY May 15...Dallas, TX May 16...Houston, TX May 23...Portland, OR May 24...Seattle, WA 6 PT Quarterly January 2007

7 Cockroach Bait by Nick Tresslar ADVANCE TM COCKROACH GEL BAIT Introducing a New Advancement in Integrated Pest Management G(IPM) for Cockroach Control. German cockroaches have been presenting challenges for PMPs for hundreds of years. The ability of the cockroach to adapt has required PMPs to adapt as well. Recent gel-aversion problems have caused PMPs to rethink their control methods and manufacturers to develop new products. THE EVOLUTION OF GEL-AVERSION A 1993 report on glucose aversion in cockroaches 1 should have been the proverbial shot fired over the bow. This paper described field-collected strains of German cockroaches that avoided feeding on baits because of an aversion to the bait ingredient sugar D-glucose rather than to the toxicant. In 1999, new cases of German cockroach bait treatment control failures were reported in Florida, Texas and the New York metropolitan areas 2. The populations involved were typically found in food handling accounts with poor sanitation and a history of heavy gel bait usage. Behavioral resistance has also been described as bait avoidance or the popular descriptor gel-aversion. Whatever term is used, it is clear that this is a case of true, genetically controlled, Overuse of gel baits in difficult environments has led to aversion. resistance and not learned behavior. It is also important to recognize that bait aversion is not associated with all baits or even with all gel baits as they now exist, but only to specific food components of baits. Aversion is unrelated to the toxicant used in the bait, although selected populations of gel-averse cockroaches may show topical resistance to bait toxicants. What happens when gel-averse German cockroaches come into contact with traditional gel baits? Hungry cockroaches are still attracted to the odors of the gel baits and they will move toward the bait to investigate its suitability as a food source. Averse cockroaches will sample the bait. This apparently results in a no-go signal to the brain because no feeding is initiated after this contact. 1 Silverman, J. and D. N. Bieman Glucose aversion in the German cockroach. J. Insect. Phys. 39(11): Morrison, G., Barile, J., Macom, T Coc roaches Take the Bait - Again. Pest Control Technology 32(2): Cockroach strains show various levels of aversion. January 2007 PT Quarterly 7

8 Cockroach Bait by Nick Tresslar INTRODUCING ADVANCE COCKROACH GEL BAIT RESERVOIR Based on our findings, it was clear that we needed to develop a new cockroach gel bait with a different set of attractants and a different active ingredient to target gel-averse roaches. This effort resulted in the development of Advance Cockroach Gel Bait, which can be used with other baits and treatment techniques to minimize future resistance and aversion. Advance Cockroach Gel Bait features a new bait matrix that is attractive to both averse and nonaverse cockroaches and it stays attractive for 30 days or more. Additionally, Advance Cockroach Gel Bait utilizes a new fast-acting active ingredient, dinotefuran. After extensive testing of this new active ingredient and bait matrix, we felt the quick control and superior acceptance were a perfect fit for our Advance line of baits, explains Nick Tresslar, Whitmire Micro-Gen s Marketing Manager, Residential Markets. Advance Cockroach Gel Bait solves the gel-aversion problem, while still giving PMPs the benefits of an easy-to-use gel bait. Advance Cockroach Gel Bait is the first professional use product to utilize dinotefuran, which delivers quick kill of cockroach New active ingredient to New Advance Cockroach Gel Bait fight resistance Dinotefuran: a nitroguanadine a new subclass in the neonicotinoid family (Nicotinic receptor agonist) Quick control with no known resistance Ingestion and contact kill New bait matrix to fight aversion Advance matrix design with new attractants for the control of gel-averse and non-gel-averse roaches Easy-to-use and stays attractive for over 30 days populations according to various independent studies and trials. Dinotefuran is non-repellant, has no known resistance and low mammalian toxicity. Advance Cockroach Gel Bait is labeled for treatment in and around commercial, institutional and warehouse buildings, residential dwellings and transportation equipment including food handling areas. ECSTATIC WITH NEW ADVANCE COCKROACH GEL BAIT A field trial was conducted at a 24- results. The product was very attractive and the cockroaches readily took unit public housing complex in Shawnee, Kansas that was experiencing to it, St. Aubin says. The residents a significant cockroach infestation we spoke with were relieved, to say in the summer of The management company had tried varipany was ecstatic that they solved a the least, and the management comous other treatment methods that problem that had been going on for had failed to eliminate cockroaches. months. With the owners at their wit s end St. Aubin adds that he was impressed by Whitmire Micro-Gen s and resident frustration escalating, they turned to Augustine Exterminators, Incorporated and agreed to al- the betterment of the product or the desire for input. If you have ideas for low a field trial with Advance Cockroach Gel Bait. Forrest St. Aubin of Augustine They are open to suggestions and testing process, they want to hear it. Board certified entomologist Forrest St. Aubin of the Kansas-based company put that would help improve the product for PMPs Exterminators. were genuinely interested in any in- oversaw the trial. Immediately, we saw excellent and end users. 8 PT Quarterly January 2007

9 Cockroach Bait by Nick Tresslar Independent Laboratory Research Proves Efficacy of Advance Cockroach Gel Bait After passing numerous internal product development tests, Advance Cockroach Gel Bait was tested by independent researchers in the lab and in the field. Starting in early 2006, lab trials were conducted on multiple strains of gel-averse and non-gel-averse cockroaches. Within seven days, Advance Cockroach Gel Bait completely eliminated both gel-averse and non-gel-averse cockroaches. Advance was also compared to some of the leading products on the market with very favorable results. Advance Cockroach Gel Bait has been tested on multiple strains of cockroaches. New Advance Cockroach Gel Bait provides quick control of gel-averse roaches. January 2007 PT Quarterly 9

10 Cockroach Bait by Nick Tresslar Field Trials Verify Effectiveness of Advance Cockroach Gel Bait In the summer of 2006 field trials were conducted to verify the Advance Cockroach Gel Bait performance in field (real world) conditions. Poor housekeeping, new roach introductions, bait contamination and other factors can hinder the performance of baits in the field. Under these difficult field conditions, Advance Cockroach Gel Bait quickly removed gel-averse cockroaches and maintained control for 28 days. Field trial conducted by Dr. Dini Miller of Virginia Tech University, September Various Independent Field Trials PT Quarterly January 2007

11 Cockroach Bait by Nick Tresslar Cockroaches feed on Advance Cockroach Gel Bait. Advance Cockroach Gel Bait and IPM Techniques Maximize Control Efforts As defined by the Environmental Protection Agency (EPA), IPM is an effective and environmentally sensitive approach to pest management that relies on a combination of common-sense practices. IPM programs combine comprehensive pest information with available pest control methods to manage pest damage by the most economical means and with the least possible hazard to people, property and the environment. As demonstrated with gel-aversion, a non-integrated approach using only one product and treatment technique could lead to failure. Using only one active ingredient and only one bait matrix is what has caused gel-aversion, explains Dave Naffziger, Whitmire Micro-Gen Senior Research Scientist. Integrating Advance Cockroach Gel Bait with different baits and treatment techniques can reduce selection pressure and minimize future resistance and aversion. Since resistance and aversion are minimized, customers are happier and don t have to spend time guessing whether their cockroaches are averse or not. For long-term success, in addition to rotating cockroach baits, we recommend using all the IPM tools: inspection, exclusion, proper sanitation and residual application in cracks, crevices and voids. Whitmire Micro-Gen offers a broad line of products that can be incorporated into your IPM program, such as our PT brand aerosols, new Advance Cockroach Gel Bait and long-lasting Avert Dry Flowable Cockroach Bait. This approach is simple for the PMP and maximizes the effectiveness of cockroach treatment efforts. For more information on all of Whitmire Micro-Gen s cockroach treatment products, visit www. wmmg.com. Nick Tresslar is residential marketing manager at Whitmire Micro-Gen. In order to minimize future aversion and resistance it is recommended to integrate Advance Cockroach Gel Bait with other treatments, techniques and products. PRESCRIPTION TREATMENT PEST MANAGEMENT Contains five key components that work together to ensure an effective and consistent professional pest management process. Together, they create the finished product offered to your customers. 1) INSPECT 2) PRESCRIBE 3) TREAT Start the Cure. Treatment techniques are the actions taken to solve pest problems. They are options that focus on how the prescription will be implemented. Learning each technique will arm technicians with important knowledge necessary to make informed decisions. Crack & Crevice Treatment Void Treatment Spot Treatment ULV-Space Treatment Directed Contact Treatment Perimeter Treatment Exclusion Baiting Monitoring/Trapping 4) COMMUNICATE 5) FOLLOW-UP January 2007 PT Quarterly 11

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13 Marketplace Advance Cockroach Gel Bait Reservoirs Developed to kill gelaverse cockroaches, Advance Cockroach Gel Bait features a new bait matrix that is attractive to both averse and non-averse cockroaches. Advance Cockroach Gel Bait also utilizes the new fast-acting active ingredient, dinotefuran. Make Advance Cockroach Gel Bait the center of your integrated cockroach control program to minimize future resistance and aversion. Registration pending in CA, NY and PR as of 12/5/06. MotherEarth D Pest Control Dust Desiccant dust that provides long lasting control of ants, cockroaches and other crawling insects. MotherEarth D is composed of the skeletal remains of freshwater diatoms (Diatoma- ceous Earth) that were mined straight from Mother Earth. These tiny skeletal remains act like sponges absorbing the wax from the insect s outer shell causing desiccation and mortality in a wide-range of insect pests. Registration pending in CA and PR as of 12/5/06. PT Ultracide Pressurized Flea IGR & Adulticide Formula 1 Fleas and ticks are more than just a nuisance to homeowners and their beloved pets. This quick-drying formulation provides PMPs another great tool to combat fleas and ticks in a convenient aerosol can. PT 250 Propoxur Residual Insecticide PT 250 Propoxur is now registered for the control of brown dog ticks, termites and waterbugs. Its enhanced performance on stainless steel, combined with its broad food handling label, make this product ideal for use in commercial kitchens. New 2007 Product Catalog, Volume 3 Whitmire Micro-Gen s new product catalog details more than 50 products and includes a label and MSDS for each product as well as extensive training/education opportunities. Providing a one-stop learning opportunity for the PMP, the new product catalog is an excellent reference tool and provides important information on Whitmire Micro-Gen s extensive product line. Call customer service to order a copy, , ext. 1. For more information about the above products, go to January 2007 PT Quarterly 13

14 ATBS by Dr. James Cink SERVICE AND MAINTENANCE Maintaining The Advance Termite Bait System (ATBS) to Optimize its Success. T Replace TIC if: A pink mold is present Veins of pink run through it Appears to be slimy or glistening like gelatin A TIC does not have to be replaced before routine replacement if it: Appears to be swollen or enlarged Has black to greencolored mold The effectiveness of a termite bait system depends on three key factors. First and foremost is the design of the system, its accessibility for termite interaction and how it works in harmony with termite behavior and biology. The second is the delivery of a bait s active ingredient within a matrix that is highly palatable and attractive for termite feeding and recruitment. The third factor, which is equally as important as the first two, consists of the ongoing maintenance of the bait system to retain its attractiveness so that as termites forage and enter the station it remains a highly conducive site for termite feeding, aggregation and recruitment. Although often understated, it is the third factor, system maintenance, which can ultimately determine the success of a termite bait system over time. Replace TMB if: Wood is soft and spongy Wood is bright orange A large amount of white mold is present Service and maintenance is key factor in determining the success of the ATBS and requires both critical and routine replacement of its components. Maintenance of the ATBS is an ongoing process and not a single event. At each inspection interval technicians routinely assess the condition and sustainability of the components within the station and the station itself. Replacement of station components, such as the Termite Inspection Cartridge (TIC) and Termite Monitoring Base (TMB), follows two distinct paths. One is referred to as critical replacement where components are replaced due to termite feeding activity or due to the decay in their condition. The second path is referred to as the routine maintenance when components are replaced based on their time spent in the station and to help maintain the freshness and attractiveness of the termite bait system. It is recommended to replace the TIC and TMB every 12 to 18 months to keep it fresh and highly palatable for termites. Service and maintenance are key factors in determining the success of the ATBS and requires both critical and routine replacement of its components. These are essential in optimizing the ATBS to help you and your customers needs. Dr. James Cink is product development manager at Whitmire Micro-Gen. 14 PT Quarterly January 2007

15 Case Study by Steve Richardson BACK TO BAITS Efficacy, Profitability Made Switch to the Advance Termite Bait System (ATBS) Easy For Kansas-Based Schendel Pest Services. E Evaluating the pros and cons, as well as the financial impact, of key business decisions is an important and time-consuming process for most business owners. After all, the stakes are high when the bottom line is impacted. But some opportunities are so heavily weighted toward the benefits that it doesn t take a MBA to make the right call. This is the scenario that faced Brent Boles, President and General Manager of Kansas-based Schendel Pest Services, when he went on the hunt for a more profitable and effective termite treatment program in late What Boles found was a product that performed for customers, lowered his labor and materials costs, made technicians happy and helped make Schendel Pest Services a more profitable business. I literally gave up nothing and gained so much, Boles says. I wish all my product choices were this easy. Schendel to its 4,000 commercial and 10,000 residential accounts when they need a termite treatment program. About 15 percent of the company s revenue comes from termite programs. Schendel uses ATBS as part of its own branded program called STEP Schendel Termite Elimination and Protection Program. The five-step program includes an initial inspection, termite treatment, long-term colony elimination, and ongoing monitoring and baiting with ATBS. The STEP program was developed in 2002, initially using WHY THE ADVANCE TERMITE BAIT SYSTEM? After extensive research and testing of the product, Schendel now offers the Advance Termite Bait System from Whitmire Micro-Gen. It is the primary product offered by ATBS provides maximum wood-to-soil contact. January 2007 PT Quarterly 15

16 Case Study by Steve Richardson Termidor along with monitoring stations. While the company still uses some liquid treatments, Boles found that customer perception problems and higher labor costs were downsides that left him open to other product options. ATBS provides maximum wood-to-soil contact due to its Termite Monitoring Base (TMB), which is designed with wood slots that invite termites into the station. The horizontal slots allow the soil to penetrate the interior and into the termite-friendly environment. Termites are drawn into the stations and then feed until the cartridge is replaced with a termite bait cartridge, which provides nearly three times the bait load of other leading systems. The bait s active ingredient, 0.25% diflubenzuron, is a chitin synthesis inhibitor. The diflubenzuron is contained in the Puri-Cell bait matrix. Termites take to the bait quicker, stay in the station and feed more aggressively than with other products. Stations are monitored quarterly, which helps PMPs reduce overall labor and allows them to conduct both termite and general insect inspections at the same time. SALES UP, COSTS DOWN Boles says his company had made the choice to return to a bait system, but they had not found the right product until they discovered ATBS. To be honest, after educating ourselves about the product and doing some product testing, switching to Advance was an easy decision. ATBS helped Schendel achieve its business objectives with the switch, which included lower labor costs, a recurring revenue stream, increased cash flow, a tangible product, low liability and the ability to maintain their own STEP branding. Several termite treatment products work, he adds, so the question isn t one of efficacy, it s about creating a profitable business model. With the help of ATBS, Schendel s labor costs have decreased nearly five percent, and their cost for materials has declined a whopping 10 percent. Boles notes that when he combines the business benefits with the fact that his technicians find the product easy to inspect and maintain, and his customer closing and retention rates are higher, the switch to ATBS is proving its value every day. He s even seeing it from his experts in the field. Tom Clarke, a termite inspector who previously sold more than $1 million in Sentricon treatments in one year, says The stations are easier to install and my clients dig them. I have seen sights where we installed 400 stations and came back 30 days later and had 21 hits. We never got that kind of activity from Sentricon. CUSTOMERS LOVE IT Boles says his customers love the tangible nature of the product. It is something they can see and therefore understand how it works, which makes the selling process more successful. In addition, once the stations are in Advance works. It eliminates termites. It s that simple. Without that, none of the business advantages it provides for us would matter. Brent Boles, President and General Manager of Schendel Pest Services the ground, customers want the stations to be serviced on a regular basis so they have the peace of mind that termites will not go undetected and damage their homes. Most importantly, Boles says: Advance works. It eliminates termites. It s that simple. Without that, none of the business advantages it provides for us would matter. Schendel s sales closing percentage rose seven percent in 2006 and customer retention rates are on the rise again after several years of modest decline, thanks in great measure, Boles says, to ATBS. Termidor has become a commodity and customers are price shopping as a result, he says. ATBS is not a commodity. Customers can t buy the stations at a home improvement store. We want to position ourselves and our products as unique, and ATBS is the way we do that. Steve Richardson is a free-lance writer based in St. Louis, Missouri. * Termidor is a registered trademark of BASF. 16 PT Quarterly January 2007