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Running a pest management business requires a careful balance. Demand tends to rise during the summer, when property owners are more likely to encounter pests in their daily lives. Demand then drops during the fall and winter, when pests become less active or retreat to protected hiding places.
To be able to keep running throughout the year, pest control companies must find ways to stay ahead of the crowds in summer and keep afloat in winter.
1. Be proactive about prevention
Many say that the best defense is a good offense, and this is particularly true for pest management. Pest management professionals (PMPs) who focus primarily on treating existing infestations may see plenty of work and revenue during the peak months of spring and summer. When the cool weather hits, however, they could lose steady business.
Treating seasonal pest control as a yearly concern can help PMPs to think proactively instead of reactively. Annual service becomes a matter of prevention and occasional treatment, instead of the other way around.
2. Identify seasonal pests
Understanding the seasonal habits of common pests can help PMPs plan ahead for each season. Property owners may think that pests are a problem primarily during spring and summer, only because they are more likely to see them during those months. In fact, the National Pest Management Association (NPMA) reports that homeowners are more likely to notice rats, carpenter ants, mosquitoes, and wasps during the summer.
Once winter hits, some pests become less visible while others stay active. Specifically, the NPMA reports that mice, cockroaches and spiders are more likely to show activity inside buildings during colder months.
3. Cross-train seasonal staff
Pest management can be a seasonal practice in many regions, so many companies rely on seasonal staff to help them meet client needs. This separation between peak demand and the off-season can create gaps in knowledge for staff.
Instead of working on a seasonal schedule, managers should consider shifting the knowledge base to consistent prevention. Cross-training seasonal staff on year-round pest mitigation can balance out knowledge and ensure that educated staff are available for a wider variety of treatment needs. For example, while everyone receives training on termite treatment, summer staff might receive education on cockroach management, with training on ant control for winter staff.
4. Forecast demand
Balancing demand and ensuring a steady supply of staff and equipment requires effective forecasting. Oracle reports that demand forecasting is a key aspect of business planning, allowing organizations to anticipate their customers’ needs before they request service.
Demand forecasting relies on analysis of past and present sales trends. Modern methods may involve a comparison of company data to other similar organizations, especially for pest management businesses with limited experience. Forecasting software can process the data and generate insights about demand that business owners can use to plan for the upcoming seasons. With this information, PMPs can ensure that they have enough supplies for each season, particularly for peak demand in spring.
5. Balance revenue requirements
Diversification of services is an important component of revenue and cash flow management for many pest management businesses. The Strategy Institute notes that diversification of services can help organizations keep running when there is a sudden shift in demand for a particular service.
For example, PMPs who spend the vast majority of their time treating ongoing infestations may shift into prevention to smooth out cash flow throughout the year. This type of diversification can be particularly useful for newer businesses, as well as occasional deviations from normal weather patterns, such as an unusually warm winter or an early cold snap.
Maintaining a pest management business requires some attention to the demand of the peak season and the revenue needs of the off-season. PMPs who rely on high demand to stay afloat may struggle without a strategy to keep money flowing in. By taking a year-round stance, businesses can forecast demand in advance, ensure that staff have the proper training to manage pests in any season and balance their revenue needs.
