The Boardroom Buzz: Grow, Sell, or Exit

In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Lenny Gray, the guy other Utah killers call “the godfather of door-to-door.”

Lenny started as an Orkin rep in the late 90s, built his own pest company from two dudes and a truck into the largest residential player in Utah, and went on to three separate exits across multiple branches. Today, he runs D2D Millionaire, helping 40+ home-service verticals build in-house door-to-door programs that grow fast without nuking retention or reputation.

If you’ve ever wondered whether you should build a door-to-door team, outsource to a marketing company, or avoid it completely, this is your playbook.

You’ll learn:

• How Lenny went from missionary door-knocking to three pest-control exits

• Why outsourced D2D vendors often charge 120% of first-year revenue and wreck your economics

• How he kept 80%+ retention on door-to-door accounts by selling and servicing differently

• A simple, low-risk way to start D2D: knocking neighbors of existing customers

• How A1 Garage Door uses a “sticker play” to print future demand with 42% conversion

• Why Lenny thinks we’ll see 1M+ reps knocking by 2030, and what that means for your edge

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Trevor Sharp and Scott Sandberg from Ruva Pest Control, the Utah door-to-door guys who packed up, moved to Connecticut, and built a high-retention pest brand from scratch.

In just three years, Ruva has stacked close to 3,000 five-star Google reviews, blended aggressive door-to-door with disciplined digital, and built a culture where twenty‑somethings earn $80K+ and line up for supervisor licenses. They share how they chose Connecticut, why they fired almost their entire first ops team, and how they rebuilt around culture, referrals, and customer experience.

This is a doors-to-boardroom playbook on building a real company behind a door-to-door engine.

You’ll learn:

• Why they left a big national and relocated to Connecticut with zero presence

• The hiring mistake that wrecked year one ops and how they fixed retention

• How they use NPS and review-based incentives to drive service quality

• Why combining door-to-door with LSA, PPC, and referrals beats single-channel growth

• How they’re structuring branch equity for future leaders (and why it matters)

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

What does it take to build a pest control company that wins—year after year—without relying on outside investors to do the heavy lifting? According to Chase Goodeill, it starts with the right people around you. This week, the Blue Collar Twins sit down with the owner of Pest Control Consultants to unpack why he and his partners joke they’re the “’96 Bulls”—a tight, competitive crew with complementary strengths, a “whatever it takes” mentality, and a shared mission to turn pest control into a wealth-building vehicle for everyone on the team. 

Chase shares how he learned to sell before he scaled—cold calling businesses, knocking doors, and driving prospects to a yes or no with relentless follow-up. He breaks down the real mechanics of growth: building sales teams, moving into bigger markets, and expanding into multiple branches across states while keeping profitability front and center. 

The conversation dives into partnership structure, acquisitions, retention realities, and why Chase believes you can go fast alone—but to go far, you need a roster that can carry the load. 

🎧 Tune in for a high-energy masterclass on building a team-first pest control platform—where the culture is competitive, the goals are massive, and the partners win together.  

https://www.linkedin.com/in/paulgiannamore

www.potomaccompany.com

https://bluecollartwins.com

Michael Garvey isn’t a full-time entrepreneur — he’s a full-time New Jersey state trooper who built a serious lawn fertilization and weed control business on his days off. The Blue Collar Twins sit down with the founder of Coastal Fertilization to unpack how discipline, structure, and smart partnerships turned a side hustle into a tightly run operation serving nearly 900 customers.

Starting in 2017 with just 10 accounts, Michael leveraged mentorship, branding, and systems to scale Coastal without chasing discounts or cutting corners. He breaks down why professional trucks, visible yard signs, referrals, and geographic focus outperform flashy marketing — and how staying “middle of the road” on pricing attracts the right customers.

From delegation and route density to cash flow discipline, CRMs, and building a business that doesn’t rely on constant chaos, this episode is a masterclass in running a service company with intention.

🎧 A grounded, tactical conversation about building real momentum — one system, one route, and one disciplined decision at a time.

https://www.linkedin.com/in/paulgiannamore

www.potomaccompany.com

https://bluecollartwins.com

Landscaping has long carried a rough-and-ready reputation — trucks with branches sticking out, stained shirts, and crews that “get the job done” but don’t always look the part. Brian Hatfield set out to rewrite that story.

The Blue Collar Twins, Jason and Jeremy Julio, sit down with the President of ByDesign Landscapes to unpack how he built a brand where clean fleets, crisp uniforms, and elevated service weren’t nice-to-haves — they were the strategy. 

Brian started cutting lawns with his father, worked for top New Jersey competitors, and saw firsthand how the image of the industry held companies back. In 2005, he launched ByDesign with one goal: prove landscaping could look, feel, and operate like a top-tier contracting business. Today, with 235 employees across multiple divisions, ByDesign’s presentation has become its calling card. 

From spotless trucks to professional sales teams to premium installations backed by warranties, Brian explains why presentation isn’t cosmetic — it’s a competitive advantage. And with long-tenured leaders like Jesús steering operations, the culture behind the brand is every bit as strong as the visual identity. 

🎧 A masterclass in brand discipline and operational pride — showing how elevating the image of an entire industry starts with elevating your own.

https://www.linkedin.com/in/paulgiannamore

www.potomaccompany.com

https://bluecollartwins.com