The Boardroom Buzz: Grow, Sell, or Exit

Austin Burns, third-generation leader at Burns Pest Elimination, shares how a family business that began with one truck and 43 customers grew into a company with more than 200 employees and roughly $25 million in revenue. The conversation explores scaling a pest control operation, building a strong culture, using technology and AI, and the value of industry relationships.

Key topics

Austin explains how his grandfather entered pest control by trading real estate commissions for one truck and 43 customers, then brought the family back to Arizona to build the company.
He shares his path from professional motorcycle racing to joining the family business at 21 after injuries ended his racing career.
The transition from paper route sheets to digital software became a major turning point for efficiency and scale.
Culture is described as a key driver of growth, with an emphasis on employee buy-in, customer experience, and treating staff as an extension of the Burns family.
Burns Pest Elimination has a roughly 55% commercial and 45% residential mix, which Austin says has worked well for profitability and stability.
Organic growth is the priority. Acquisitions are used sparingly and strategically, in part because of strong competition and private equity activity in Arizona.
The company’s marketing mix includes TV, radio, billboards, LSAs, Google PPC, Bing, Yelp, Angie, and social media. Austin says LSAs and Google PPC currently deliver the strongest ROI.
Austin and his cousin split top leadership duties, while his dad and uncle remain involved in strategy, bringing 43 years of business experience to major decisions.
Burns U provides weeklong onboarding in culture, communication, sales, technical skills, licensing, safety, and driver training.
The company uses AI to automate reporting and dashboards, and for after-hours phone support and service documentation.
Austin discusses fleet management, vehicle cameras, telematics, and in-house mechanics as tools for protecting the business and reducing liability.
His involvement with NPMA and the Arizona association—including the Executive Leadership Program, state board leadership, and peer groups—has helped him build industry relationships.

Notable quotes

“Our culture is what allows us to continue to grow.”
“I hope that they look at me as a leader.”

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

Travis Bottoms joins Jason and Jeremy for a wide-ranging conversation about building Nice Pest Control in Arizona, scaling it to nearly $2 million in recurring revenue, and creating a marketing engine built almost entirely on referrals, social content, and customer experience. They also dig into company culture, hiring, compensation, and Travis’s growing influence in the pest control industry through PestWorld. In this episode, Travis shares how he and his business partner Tyler split responsibilities, why he believes the integrator role is essential, and how their team structure lets the business run without Travis being in the day-to-day every minute. They also discuss the unusual tactics behind Nice Pest Control’s brand and the way Travis has turned community, content, and creativity into a real growth channel.

You will learn:

Nice Pest Control’s size, team, and growth to nearly $2M recurring
Visionary vs integrator and why Tyler matters
Travis’s path from technician to COO to founder
No traditional ads - growth from social, referrals, and organic reach
Customer appreciation events as a marketing strategy
Using customer reviews to shape the brand
Seasonal smiley face branding and family-first positioning
Culture, “it’s cool to care,” and supporting technicians’ families
Technician social media requirements and daily posting
Salary, commissions, and tips as upside on top of stable pay
Using Pest AI and territory-based technician selling
Travis’s growing role as an industry influencer
The origin of PestWorld and how it became a live industry event
Drafting teams, charity competition, and PestWorld’s structure
The PestWorld itinerary: party, relay race, show floor, and Family Feud
The Nice Pest Control tattoo promotion and the free-for-life offer
Capping the tattoo program and the spike in new customers
Viral technician content and millions of views
Posting volume, consistency, and Instagram momentum over 90 days
The monthly social bonus system for technicians
Why technicians post about themselves, not just the company

Notable quotes:

“If we focus on being the best, we don’t have to focus on being the biggest.”

“It’s cool to care.”

“I’d rather spend money with you than with Google or Meta.”

Action items

Build a referral program into everyday operations, not just a campaign.
Make technicians part of the marketing engine through simple, repeatable content expectations.
Pay for cultural fit as seriously as skill, especially in customer-facing businesses.
Use customer appreciation as retention and referral fuel, not just a feel-good gesture.
Consider whether your brand could be more memorable, more personal, and more family-friendly.

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 Boardroom Buzz, Bill and Sarah share their inspiring journey from starting their pest control company in a basement to achieving over ten million dollars in annual revenue. They discuss the importance of core values, strategic growth, community engagement, and building a strong team to sustain their success. Whether you're an entrepreneur or a seasoned business owner, their insights on leadership, scaling, and maintaining culture are invaluable.

Main Topics:

How Sarah's family legacy shaped the start of Thomas Pest Control and their acquisition strategy
The critical role of sales experience in scaling their business
Implementing EOS (Entrepreneurial Operating System) for clarity and growth
Community involvement and why they support cerebral palsy awareness
Building a scalable service center model and local satellite branches
Leadership structure, team promotions, and retention strategies
Harnessing AI tools like Tasklet, X-ray, and role play platforms for training and performance
Inside the sales process: inside vs. outside sales teams, leads, and customer relationships
The importance of trucks, branding, and truck maintenance for reputation
Personal dynamics of working with a spouse and maintaining work-life balance
Long-term visions: expansion, acquiring more businesses, and innovative projects like pest control planes

Additional Highlights:

The strategic importance of community involvement and giving back
Building a leadership pipeline through internal promotions
Embracing AI tools for continuous improvement and training
Maintaining culture and customer service excellence amidst rapid growth
Long-term vision: innovation, expansion, and brand-building strategies

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

Explore Brian Hopkins’ journey from firefighter to successful entrepreneur in pest control and pool care industries. Gain insights into organic growth, strategic branding, team management, and adapting to industry challenges without heavy marketing.

In this episode:

How Brian leveraged relationships in the pest control and pool industries to grow his businesses
The parallels between pest control and pool service models
Strategies for organic growth and community engagement
Challenges faced during business transitions and solutions implemented
The importance of branding, professional appearance, and customer service
Practical tips on route management, hiring, and tech training
The significance of leveraging technology and digital reviews for business expansion
Long-term goals: scaling operations and potential franchise opportunities

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

Discover how Luke transitioned from an FBI analyst to leading a booming pest control business, scaling to nearly $24 million in revenue. Gain insights on effective marketing, team management, and the mindset needed to transform challenges into growth opportunities.

Key Topics

Luke’s unconventional career journey from FBI analyst to pest control business owner
Building a premium brand through high-end service and pricing
Leveraging digital marketing channels like SEO, pay-per-click, and automation
Structuring and scaling team hierarchies for rapid growth
The importance of KPIs and data-driven decision-making
Handling operational crises like catalytic converter thefts and staff turnover
Strategic leadership traits: accountability, motivation, and detailed involvement
Personal health and maintaining work-life balance amidst rapid expansion
Future goals: aiming for a $100 million revenue by 2032

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