Rapid growth yields both stress and success for start-up PMPs

Rapid growth yields both stress and success

Two words define start-up companies: overwhelming and exciting. As I continue to work with small- to medium-sized pest control businesses, the strained looks on the owners’ faces remind me of how I used to be exhausted but thrilled during the meteoric growth of Schopen Pest Solutions.

In the summer of 2012, I was tired. I had hired a couple of techs, but I was still running an $18,000 route (equivalent to $25,000 today), answering all the sales calls, doing all the billing and working 58 days straight, including Sundays.

To make matters worse, I made a sad phone call to Pest Management Professional’s (PMP’s) Publisher Marty Whitford that April, explaining to him that, after six great years, I was too busy to continue writing “Start-Up Diaries.”

Key takeaways

• Define your vision: Rapid growth can lead you all over the place; you must establish a clear vision and direction to manage the chaos.
• Structure your time and team: Implement structured weekly meetings and designate specific office hours to put Standard Operating Procedures (SOPs) on paper and stay organized.
• Focus on the customer base: Upselling to current clients and consistently communicating with them are quick, proven ways to hit revenue goals and gain confidence.
• Consolidate for stress relief: Prioritize steady, manageable, local growth and route consolidation to reduce stress for yourself and your technicians.

My lowest point: From needing work to burnout

On a particularly hot day toward the end of June, I was battling through a 20-client route when I got stopped by a long train in Delavan, Wis.

“Great!” I yelled, slamming my fist into the steering wheel. “Now I’m going to be late to all of my clients!”

Sitting there, staring at the 24 voicemails on my phone as the train cars passed by, I had one of the worst cases of anxiety wash over me. I remember praying, “God, I appreciate all the work you’re sending my way, but could you please give me a chance to catch my breath?”

As I sat there, defeated and on the verge of tears, Marty called me. “Hey Pete!” he chirped. “Our readers really miss you. Would you reconsider and write for us again?” I looked up to heaven, sighed, nodded my head and said, “OK, God, I got this.” I then told Marty, “Yes!” An idea for an article had just popped into my head.

Paying it forward: Turning chaos into a system

It is such an odd situation when we go from desperately needing work to shutting off our phones at night to slow the onslaught of calls and emails. Most of the companies I coached for this year’s column are in that all-too-familiar place.

For instance, Matt Alexander of Blanchard, Okla.-based Arrow Pest Management has gone from zero to $500,000 in less than two years! “The things that Pete helped me with the most this year were vision and direction, because growing a new company from scratch can lead you all over the place, trying to figure out what to do,” he reports.

Daniel Nabors’ Quality Pest Control also had a banner year in 2025. The Lufkin, Texas-based firm grew by over $75,000, finishing above a record $1 million. Nabors contributes many things to his 18 percent growth, including structured weekly meetings, entomology classes, putting standard operating procedures (SOPs) on paper and focusing on company culture.

The growth pillars: Lessons from start-up success

These coaching successes highlight the specific systems and strategies that turn rapid growth into manageable, profitable success.

Focus on internal structure and organization

Portland, Ore.-based Buggin’ Out Pest grew from $275,000 last year to $375,000 in 2025. Owner Travis Kjemperud credits both implementing wildlife control and networking. So has designating office hours. “Pete knew I needed to spend some time in the office,” he says, “so devoting time to office work has helped me stay organized.”

Joel Amores of Apache Pest Control in Weston, Fla., jumped from $390,000 in 2024 to $435,000 in 2025. One of the things we worked on was hosting more productive meetings with his employees. “Pete helped us implement a monthly ‘quick’ meeting to go over routes, procedural problems, solutions to the problems and pest biology,” he explains.

Waxahachie, Texas-based Sandhoff Services implemented a new accounts receivable program this fall. This winter, Cody Sandhoff is working on SOPs and training to take his business to the next level. By the end of December, Sandhoff Services should be up 20 percent from last year and finish near $469,000.

Leverage existing clients and communication

Upselling to his current clients is something that Brian Zahringer at BugBoss in Clintonville, Wis., has worked hard on this year. His goal for 2025 was $230,000—and he hit that before Halloween! At my urging, he will also have better hiring processes, SOPs and benefits for his new employees in 2026.

Augie and Katelyn Gamelli of Gamelli’s Pest Solutions in Shelburne Falls, Mass., climbed from $215,000 in 2024 to nearly $280,000 in 2025! Another improvement has been communicating with clients. As Augie notes, “Pete has really helped us gain confidence through role-playing, scripts and training.”

Prioritize manageable, steady growth

Elliott Hahn of Bigfoot Pest Management is cooler than Fonzie on a Saturday night. His Olympia, Wash.-based firm grew by over $70,000 in 2025. He credits it to being consistent, saying, “Steady, manageable, local growth helped us consolidate our routes, reducing stress.”

More than 13 years ago, Marty convinced me to continue my pest control journey in the pages of PMP. I’m very proud of the men and women who allowed us to watch them grow this year in “Start-Up Stories.” Good luck to them and to all of you in 2026!

Schopen is founder of Schopen Pest Solutions and RV There Yet Pest Consulting, Bartlesville, Okla.