3 actionable tips for buying local pest control companies

3 tips for buying local competitors

Many pest management professionals (PMPs) I meet ask whether I know of any smaller companies they can buy in their market. They proceed to tell me in detail the specific area and type of company they are looking for. I always let them know I will keep them apprised when I get something that fits their appetite.

I also attempt to tell them what they can do to find these companies on their own. After all, I spent many years as a local buyer and completed 40 acquisitions in my market. Here are three significant actions to take if you will be on the hunt in 2026:

Key takeaways

• Develop relationships first: Proactively meet and build goodwill with all local competitors, as relationships are the foundation for future opportunities.
• Expect inconvenience: Be prepared for the acquisition process to be highly emotional and time-consuming , requiring tolerance for business practices you may not allow in your own company.
• Maintain post-close goodwill: Ensure the seller is happy after the deal is finalized to protect your reputation and future acquisition opportunities.

1. Develop relationships with all local competitors

This first step requires significant time and effort. When you see your competitors at trade shows, convenience stores and lunch spots, approach them and introduce yourself. You don’t need an agenda other than getting to know people in the same industry.

Exchange cell phone numbers and offer to help them in any way possible. I have loaned equipment and vehicles to competitors when they were in urgent need and had my staff help them with customer relationship management (CRM) training. Of course, you can pick up ideas and insights from them to help better your business along the way, as well.

You should know dozens of competitors in your market. Whenever I was near my competition’s office location, I’d stop in and introduce myself. If I had the chance, I’d buy coffee for their employees. In 35 years, only one owner ever got upset about me dropping by — she later apologized.

My staff thought I was extraordinarily talented at buying local competition, but the reality is, I was converting less than 5 percent of the local contacts I had made. My goal was to meet two new companies every week and make two acquisitions every year. Forming relationships is where it starts.

2. Realize opportunities often come at inconvenient times

The process of acquisition is emotional and time-consuming. You will need to expect and understand what you are walking into when you acquire a competitor.

This can include dealing with employee concerns or practices you never would allow at your own company. I once acquired a business where every technician went home for lunch every day and was allowed to have their kids in the company truck before and after school. While we all have accommodated employees’ personal needs at some time or another, be ready for this aspect of the process.

3. Ensure the seller stays happy after the deal is done

An unhappy seller will hurt your chances for future opportunities. Try to maintain a relationship with the seller after the deal closes, such as meeting regularly for coffee and conversation.

One owner, whose business I acquired over 20 years ago, still meets me for lunch every Christmas. Every year, he gives me a collectible White House Christmas ornament. My kids know him as the “White House Christmas ornament guy”.

Buying local companies requires you to get out of your office and invest time and effort into developing relationships that could potentially become prospects. The relationships you create will end up paying dividends in all kinds of ways for you and your business.

Williamson is an industry veteran and the pest and lawn director for Cetane Associates, a company that offers pest management firms advice on sales, spin-offs and acquisitions, as well as performs valuation and ad-hoc corporate finance assignments. Learn more at Cetane.com.