077:Pest Control Training: Skills, Sales & Continuous Development | Pest Posse TV

0:00 hello and welcome to pest perspectives episode number 77 um i had a good few podcasts over the past few weeks uh the chin chicks one everyone the the um the non-toxic one that was it it really stirred the pot and a lot of people enjoyed that i tried chin chicks today on a job i did so wait and see all the results on that. But, yeah, there's been some great podcasts recently. But if you're watching on Spotify and Apple, press follow, drop a review, please. It really helps because I know that a good 110 of you are following and you could just click that review button.

0:49 It would be really good. That would be. It's at 14 at a minute, but that would really help. And thanks to everyone watching on Facebook, YouTube, and LinkedIn. This week, we have on Cully and Foster from Pest Posse TV in America. And I will let you two explain what you do with Pest Posse TV, because I'll probably butcher it, because it's not just a podcast. There's a lot more to it. There is a lot more. I'll let Cully take it. Cully doesn't. Oh, geez. I was going to say Foster can handle that one.

1:25 He loves to talk about that. I'll talk about it. I am talking, but I don't want to hog the screen because you just... Oh, trust me. We'll have plenty of things that I want to talk about. You're like, I got plenty of that. Well, Sean, thanks so much for having us on. We certainly do appreciate it. But yeah, Pest Posse TV, really, it's... When we first started out, we started out as just the Pest Posse on YouTube. In 2021, we kind of had an issue with YouTube. And, you know, we created Pest Posse TV, which when we look at what Pest Posse TV is, it's really a mix of a training hub, educational center, you know, and really entertainment platform for pest management professionals.

2:08 As we say, it's really a a true pest control television network. We've really been doing the video based content since 2017. We put out a new piece of content every single week. We've done that since 2017 without missing a week at all. So that is amazing. That is a lot of content. He's a workaholic. I'm a workaholic. Yeah. Yeah. Well, that's a whole nother story. But it's really morphed in. Like you said, it's really morphed into more than just it's not a podcast. It's really it's a vlog. It's a video based content because the pest control industry is really a visual medium.

2:47 And it's really something Cully came up with because he found that, you know, the younger generation really wasn't wanting to read books. They've really wanted to get into videos and look at videos. And there really wasn't a lot of credible things out there. So that's what we bring to the table is really is this video based content that's really resources with what's happening in the pest control industry to in-depth training to really help technicians, as we say, learn, grow and succeed. um and just help them with that journey all the way because there's not a lot of credible stuff out there but there's a lot of podcasts now and there's a lot more than what we started and I think it's great to see it I think it's great that you've started something um and it's just so neat to see that there's now so much information but we really consider us kind of really the OG in the industry as far as this video based content and doing this so we can sure that like we said the technicians can really learn grow and succeed so that's kind of long and short of it i'm sure there's more of it um but that's really when you look at it what it is and and now today we really it's nice we have our own platform that we have the content on so you don't have all the annoying youtube ads or you know ads breaking in the ads we have breaking in are from pest control providers uh manufacturer reps and everything so it's kind of nice that when you get on our platform, PestPosseTV.com, you're going to be able to consume the content.

4:14 You're not going to have any annoying stuff. It's going to be right there for you. We've got a nice, easy-to-use mobile app. It's very easy to download now. So, you know, we really just try to bring really good quality information to individuals. And this is for everybody. This is from the technician in the field all the way up to the CSR in the office and everybody in between. Well, that's good, that is, Because I wanted to ask, obviously, you got your own app, but Pest Posse TV used to be on Spotify, Apple, and then it vanished.

4:49 Yep. It did. Is there any reason why it vanished? It disappeared. Yeah. So we basically. Because I'm so offensive, probably. So here's the funny thing. So I don't want to get too much into this thing. So just to kind of lay the groundwork. I mentioned about YouTube and the issue with YouTube. You know, in 2021, we got we really got demonetized from that. And then we were had a threat of the channel being taken down. So we springboard off of that. When the pandemic happened, you know, we decided to do a podcast and we kind of tried to have that kind of one off content and what we were really doing with the video content, really more business skills.

5:31 And so we did do that for a while. And then, you know, a few years into kind of trying to create a lot of stuff. And that was just a headache. We just repurposed a lot of the Monday episodes that we had. And we would put those on a podcast. And we did that for a number of years in our hosting platform. we had on one place and then we did move it over into Spotify one year for the hosting platform. And then just out of the blue, this was another thing. I think this happened in 25. I believe this was the middle of 25.

6:10 I got an email from Spotify saying that we had serious copyright infringements with our content and that uh you know you could put in an appeal and you could you know look and see you don't let us know you know that it shouldn't happen and i tried to reply to them and the channel just basically got taken down again and we're like what did we do i don't know and i just didn't i just was at that point in time i'm just like you know what it's just not worth it and the mobile app we did have at the time when we were doing that you could kind of listen to things as far as audio and stuff and be kind of an overlay app but you could still listen to our content as audio with the video and on the app and everything so there really wasn't any need to to really have it blasting over on you know spotify and and google and apple and all that when we have our own app and you can just get into there to watch stuff and listen to it so that's kind of long and short why we don't because the man doesn't like us for some reason so So it's real strange because it's pest control.

7:16 I know. It's not like you're like one of the biggest podcasts in the world with billions of listeners. I know. It's quite niche compared to other genres. Exactly. And when we look at this, Sean, you know, like with YouTube and stuff, you know, there was a lot of emails coming out during COVID. Warning creators, don't talk about COVID. don't talk about you know why would we little does nothing to do with pest control so we didn't do any of that and we also never ever on our shows did we ever talk about maim killing harming or whatever you know pest or anything like that or non-insect and you know we talk about rodents but we don't talk about even any of that we don't talk about so all And even when we do, we're always telling people to follow the rules.

8:11 The label is the law. You know, don't, you know, don't go out and be, you know, some crazy idiot. You know, follow the rules. We encourage you. Always read your label. I mean. Yeah, exactly. It's a mystery, obviously. I don't believe it's copyright somehow. I don't know. So, yeah, and it was kind of funny. We're kind of doing stuff a little bit different with our live streams because we're all about consistency, and that's why the one thing that's really been with us that's really we've stood out than anybody is, again, like I said, a new piece of video content once a week, sometimes twice during that week, but you can count on a new piece of video content every single week, And then our live streams, we do that the first Monday of every month.

9:07 And we've been doing that consistently since 2000 and I think 20. But long story short, we did kind of utilize YouTube now to kind of do unlisted live streams. We're going to change that because I got something from YouTube after the first time of doing a live stream on YouTube that they just sent me all this copyright infringement with all this stuff. and I was just like, I'm like, this is original content. What are you talking about? I don't understand. Well, the other thing is there is no copyright infringement with pest control because there's no secrets.

9:44 Everybody does basically the same thing. You might use one material. I use another. If you know what you're doing with a particular pest, we're all doing it almost the same. Have you two got some kind of enemy at YouTube? I don't know. I have no idea. But it was kind of funny because we're just utilizing it for kind of capturing more emails now. But, you know, that live stream isn't going to be on YouTube. The replays are on PestPosseTV.com. They're always going to be on PestPosseTV.com. We did have some shorts that we did put on YouTube because YouTube sent an email out saying, hey, you haven't created content for a while.

10:31 Welcome me back. We put some shorts on there and everything. We just haven't. Oh, yeah. I want to come back so you can cancel me again. There are very many people out there that have been canceled as often as we have. No. The thing is, they are changing the YouTube threshold again. Yeah. So it's 1,000 subscribers. And I can't remember the date. but it was 3 000 subscribers currently yep they are up in it sorry 1 000 subscribers and 3 000 hours of watch time yep but they are moving the bracket up to 8 000 hours watch time you've got to have a new threshold oh yeah oh yeah no they just they keep changing stuff left and right as far as i don't do very well on that i do better on facebook and spotify yeah we are on there i just don't do as well on youtube okay yeah it's just yeah and i i you know and and here's kind of the here's kind of the crazy thing so i'll throw this out so when all of this kind of happened with youtube we um from 2017 september of 2017 when we launched to may of 2021 um we were about almost 15 percent you know percentage watch time on our stuff which was industry standard we just hit um i think we were close to about 8 000 subscribers wow and we just hit 368 000 views um of our content that's from that time sprain so when we jumped off sean and the first full year 2022 when we were on our own off of youtube yeah we hit 92 completion watch time of our episodes and we hit almost 400 000 watch time and that was in one year yeah yeah off youtube not even on youtube that was off youtube and that was a that was that was

12:39 a janky site that we were trying to have our content from vimeo come over to our website we ended up burning that website because we just didn't know about bandwidth but it just shows that it's like you know if you put the content out and deliver it the right way people are going to come and watch it and we we got about from those 8 000 we got about 4 000 of those people to sign up for the free so you know it was it was good it did what it needed to do and now we have a dedicated video hosting platform that can handle the bandwidth, handle the speed, handle everything.

13:15 Talking about a learning curve. I mean, I had no idea. Hello, Jackie. Hello, Jason. Thanks for popping in. Some of my regulars. Oh, good. Howdy, guys. I actually know these two. Actually, you know. Oh, good. I met up with Jason at last year's Pest Tech for the UK. I'm part of the MPTA's National Pest Technicians Association's Board of Directors. And I help put the event on, you know, help out throughout the day. And I met up with Jason for a beer the night before and said hello on that to him. So there we go.

13:50 So it was good. So obviously, you've talked about that. I just wanted to know both about both of your careers as well. because I know that you both have far more than me. I'm only about, I only started in 2020. I'm a baby. Yeah. Still, you got a good year. You're going on six years, Sean. So that's nothing to sneeze at. So, Cully, why don't you give them your elevator speech as far as your... Oh, my. So, I, like a lot of people, right, I just needed a job. I needed to make some money. A buddy of mine had been working in pest control for a few years and I was like, well, he's always saying he's making good money.

14:36 So let me talk to him. And so he told me to go. He told me to go to a big company over on the West Coast of Cal, you know, here in the United States. And it was privately owned company, but they didn't want to hire me. I didn't have a license. I didn't have any experience. So I actually got a job with him at a different branch and actually unbeknownst, figured it out later. Me and Foster were working for the same company, but we were in different branches.

15:11 And so this company was really, what, disorganized? I don't know, however you want to say it.

15:21 Dysfunctional. Yeah, that would be a good word for it too. my boss took me to two jobs and both jobs in some form or fashion we did illegally and um then he took me back to the office had me dropped him off he handed me a big stack of tags and said get to work oh that was it i figured it all i had to figure it all out after that so um i talk about it in some of our training um i just naturally somehow developed this method i now call plan do check and adjust which is you know you plan what you're going to do you do it and then you check you go back and check it and see if it worked and whatever didn't work i'd make adjustments that's pretty much how i learned to do pest control you know i i was in I was in the business six months before I learned the label was the law.

16:22 Oh, better late than never. Yeah. I was just out there winging it, doing what I saw my boss do at two jobs.

16:35 And I would just, you know, obviously I had callbacks, but you know, everybody has callbacks in the summer. But I would constantly, I'd go back. I'm like, okay, what did I do wrong? What is it that I need to do differently? Uh, so I don't have to keep coming back because every one of these jobs is costing me money. I need to be at jobs that are going to pay me money, you know? And so even though I was getting, you know, not an hourly wage, but we were getting a salary, um, I wanted the commission, you know, I was getting, we were paid on commission.

17:10 So needs to say, so I did that for about a year. I got my next level of licensing because it meant I was going to get a, um, a raise. As soon as I found that out, I was like, well, why did you tell me that the first day? I decided for that right away. And, um, and then it was really funny. The next summer, me and Foster started at the same Clark pest control branch in San Jose, California within 30 days of each other. Exactly. And and actually another guy, a termite guy came over from Branch Foster had been working at, which was right on the coast.

17:51 And, you know, that company did a much better job of training. Not perfect, but their big thing was they had a big event at the end of every year and they would bring I think the first year we want they had this event. They had a freshman there. And then the next year they had Bobby Corrigan. Oh, we got to learn from some of the top names in the industry, at least one day out of the year. And then they were also very good about bringing the, the local reps in and the manufacturer reps in. I would say what foster, at least once a month, maybe twice a month.

18:34 we had somebody like that coming in and training us easily all of a sudden it was just a whole new ball game of learning like i'm like gosh fighting on this stuff before i wouldn't have made any mistakes yeah you're right so um so i moved into management foster just tore up the route um um he just destroyed in a good way yeah no production wise foster was the number one producer in the company in commercial for commercial tax but he was also the number one sales guy out of the tax and it was just like you were just like why is he doing this he's like producing twice what some of these guys are doing and um overachiever yeah overachiever well he also had kids at home and he like i gotta feed mouths exactly exactly so uh he was the king of upgrades for sure fly lights all kinds of stuff he would add And yeah and then I ended up you know after I was there for about 10 years I ended up moving on and trying out some other companies some smaller companies And eventually we decided, you know, like Foster had said, I was I was running a small pest control company for a guy.

20:03 And the kids that we hired, they all wanted to find like you're trying you're giving them all the stuff they need to read so they can get their license. And they're getting on YouTube. Well, YouTube didn't have and they still don't really have anything good on training for pest control. I mean, real training, you know, they'll teach you how to throw diatomaceous earth all over your yard. So it looks like snow fell. But other than that, you don't really get anything. And that's not even right. Or, you know, but so needless to say, I called Foster one day.

20:39 I'm like, hey, I got this idea. What do you think? Let's do it. I mean, there was like no hesitation. Yeah, let's do it. That was good. Here we go. So, Cully, when did you start? What year was that? Because you didn't say that. I think Sean wants to know that. Oh, I started in 19. That's right, 1995. 1995. Yeah. Were you even born yet, Sean? Yeah. I was born in 1984. All right. Oh, I had that all the time. They're like, I wasn't even born yet. I know, I get that. But I tell people when I started, I mean, I was a few years before you, but I tell people that.

21:22 You were 93? I was 93, yeah. 93. I was still bold. Yeah. Yeah. Yeah. So tell them your story, Foster. Oh, my gosh. My story is lengthy and long, and I'll try to make the abbreviated version. But yeah, so yeah, 93, I actually started working in the industry for a very then very large international pest control company out of the, it was a Watsonville area, kind of the coastal area of California near Santa Cruz and stuff. So I was there for about six or eight months. And then that's when I moved over to the company that me and Cully were working at.

22:05 I was in the coastal area and he was more inland. We didn't even know we were at the same branches. And I was there for I was at that company for about three years, three and a half years. And I helped develop their commercial services division. And basically we you know, I was tasked with with really just developing that. And they wanted everything with night routes. So when I left there, I really had like a full day route and a full night route. And I won't even tell you the schedule that I was running.

22:37 and i was upgrading stuff and selling stuff and you know at the time it was it was ludicrous the schedule that i had and it was kind of stupid but you know i was doing it because that's me i'm a go-getter workaholic and want to try to make sure everybody was happy but i um i ended up going and getting a job at clark pest control um that's where i met cully and kind of funny with getting hired with clark pest control i love telling the story of you know i never filled out a job application at clark pest control even my first day when i was there i never filled out a job application i was hired over the phone with the service manager at the prime nick uh he hired me over the phone we started a kind of a phone relationship over about three four months and then one day at 11 o'clock at night at the payphone in pacific avenue uh i uh he gave me the job You should tell them more about that story.

23:36 I think I'm getting stories mixed up, baby. Yeah. But, yeah, that's – my first day at Clark Pest Control was meeting Nick for the first time and meeting people for the first time. And then I think Cully either was there or he started a little bit after me, but we started about the same time there at Clark. Within days and weeks of each other. but with clark i was very very fortunate because you know i was able to not get burnt out on just running a commercial route um i i got tasked with helping open up a new service center in the salinas area which again was on the coast i was the unofficial assistant branch manager helping develop that um long story ended up going back after two and a half years to my home branch in in San Jose where where Cully was at I don't think he was there at that time and had a really nice commercial route that I was running um doing a lot of high tech uh the Yahoo's the Google's the Adobe and you know really didn't have any commercial kitchens I was doing other than the cafeteria so it was a really nice route and everybody wanted it and it was a very high production route and I could easily upsell stuff do a lot of good sales with it do a lot of good route production and then And one year I, I, you know, is I saw that one of the salespeople was given a request for proposal for a huge high tech campus through the property management company that I had a very, very good relationship with.

25:14 And basically that campus was ours. It would have been mine to service. All we had to do is put some numbers down, but that salesperson just left it on a desk and didn't do anything. so that was my turning point of well i'm gonna do something different and i went into my branch manager and i told him i wanted to go into commercial sales and he looked like a kid in christmas because he knew i could do good so um we did things a lot different i was able to run half of my commercial route and train train people over the next six months before i went fully into sales and once i went into sales i never looked back um that was really kind of my forte of really becoming successful at that company um i was the first one at that company clark pest control to do a half a million and annualize commercial sales this isn't csr sales this isn't this isn't just you know getting phone leads this is organic stuff yeah there were some bed bug services but you know i did a half a million dollar sean and when i did that's incredible i never looked back i did 500 yeah well he did i did 500 and then i did 600 and then i did 700 and then i did 800 and then i did 900 and then i did 1.5 million and 11 11 years straight number one in sales and everybody thought i was kooky when i gave my notice in november of 2018 that i was gonna become an entrepreneur and follow the whole passion here with the pest posse

26:48 and uh i've never looked i've never looked back i mean well not only that but then not even a year later the company got sold it basically so november november of 18 i gave my 30-day notice yeah december 1 of 19 the company clark pest control got sold to rollins well you're looking at the man foster made all them sales he's happy you probably bumped the value of the company up totally commercial work it was you i totally did totally did but but it's been crazy i mean even you know when i look at what we've done at the pest bossy and even the success that i've had kind of continued with the pest policy i mean who knew that you know i would go through and you know write a best-selling book that's the fundamentals of pest control sales that's right i've listened to it there i need to listen to it again probably yeah so that was that became number one bestseller on amazon for about 45 days or so and then you know i'm now a contributing columnist for pest management professional magazine i do a column every every month for them i do media coverage for them and i have them on with a series called today's pmp that we do twice a month so the success just continues with everything with with what i've done here in the industry it's kind of great

28:05 and now i'm just kind of talking all over the united states people are asking me to come and do speaking engagements for them which is kind of nice so like that's really nice so there's my You've got your own agent now. Yeah. There's a bidding war. There's a bidding war. You're going to need one. Yeah, I do. I totally do. That's what you need, Foster. I totally need an agent. I totally do. That'll be next. I'll work on it. Yeah. So obviously, you've got background in sales. and say in america do like when you become a pest controller do the companies teach you how to sell pest control not really companies do but do not really high on the radar sean i mean when i went into commercial sales you know we didn't have a training manual.

29:02 We didn't have, you know, how do you get past the gatekeeper? How do you become organized? How do you find these key contact people? You know, how do you do this networking? And nobody taught me. I mean, we just, you know, we didn't have anything, you know, we didn't sit in a truck and go with, you know, the sales manager at the corporate office and learn how to sales you wouldn't have wanted to no you wouldn't have wanted to definitely wouldn't have wanted to um so no not a lot of companies will do really that straight training they'll do a little bit of training but they really won't on sales um so it's really up to your own devices and that's why a lot of you know a lot of people that i would say get into sales you know if they've been a technician they don't know what to do they kind of fail and it's kind of really sad and we've you know it it it was more you know even more evident with that when my book came out and began you know again number one bestseller and just having so many people reach out to me going oh my gosh I wish I had this you know and it's just such an easy read and it's such simple stupid stuff but it's geared toward the pest control industry and selling that these people don't get when they go into sales.

30:20 So it's kind of nice that I've been able to give something that's easy for people and try to get them some success in sales because they don't get it, which is really sad. Well, and that book has been out, what, Foster, two, three years? Is that? Yeah, May of 23 is when I'm able to. Yeah, so about three years, a little over three years. I still will have people approach me. I had a guy come up to me just the other day at a pest event and he's like, oh man, Foster's book is just changing my sales.

30:51 You know, he's like, I hardly ever lose a sale since I've implemented some of the stuff Foster gave me. I need to go back and have another listen to that because it's pretty crazy when you have just random. Yeah. Yeah. Cause it's, it's not like it's all about, obviously i i'm not a sales master but obviously if you word things a certain way it sounds because obviously a lot of fear is like when you're a pest small pest control business that they think oh well he's just trying to sell to me yep and like because i went i recently picked up a i got a school recently which is i've never had secondary school i was going around and i just casually said, these fly killers you've got, is there any reason why they're kill goods?

31:44 He says, no, why? Is there a problem? I said, well, yeah. I said, because you've got them in food areas and food prep areas and when a zap, he kept saying zapping, so I used the term zapping. Yeah, yeah. It splatters everywhere, all over the food. I said, but you can't see it. It can tell me. I didn't know that. so i i haven't i sent the quote in but obviously it's a summer they don't make decisions like that in the summer and i got him to say to me can you give me a quote for four flying machines with uh you know the glue balls the way you should do it yeah and i thought if i get them that would be like really cool because i didn't really try and sell to him i didn't and and that's one thing i bring up sean and you make a good point it's like you know don't be afraid to put yourself out there and you really as i've stated it's relationship-based selling you just build a relationship with somebody and you kind of just have fun with it especially if you've already got the account you should be able to upsell stuff pretty easily and it's just building a relationship just having a just having a natural conversation with somebody with what you see and that's what you did you know because one thing the biggest thing i was shocked with i can't obviously say the company that i got it off but they were a multinational company never tried to sell them for like this very strange yeah and it all goes back to the training that's what it that's what it does i mean it could be the it could be the hugest pest control company in the world yeah it all goes down to the training

33:17 what training is that technician getting at that level and at that location because they could have that stellar university they could have you know industry experts that have been in in 50 years and have got all those robust training all these great books and all this great video stuff but if it doesn't filter down to the local level and to the local service technician and and even and even told by the management at the local level and given that training that it's just it's not going to do any good and it's you know proofs in the pudding when we talk about continuous training you know, Cully can attest this.

33:55 When we were at Clark Pest Control and he started doing weekly training and meeting for weekly training with the technicians at Clark, what happened? Well, the customer complaints went down, the customer retention went up and the retention of the employees went up. We didn't lose people and people were engaged and people were learning things and the services became better and the revenue became higher. And callbacks went down. yeah that's good ties because again it's all this continuous training and it's it's something that you know when we started this and putting out the training product in 2019 Pest Bossy Academy that's what we were all about was we were just touting continuous training continuous training continuous training and at that time believe it or not it was still all about well what about CEUs we only want CEUs we we want continuing education units to renew our license that's all we want and it's funny to see now sean how i've seen this shift in the united states go towards okay now we just want continuous training we can care less about the ces because i can i can get my license renewal hours anytime anywhere i need any events but i need something in between time and we're starting to see this shift and it's like man it's about freaking time that this happened and we've been telling this since 2019 here we are in 26 and we're finally starting to see companies and individuals that are like we know we can get our license renewal hours anywhere anytime but i need something in between help us out and it's great to see it we love it no it's really good i mean obviously there's in the uk we call them that continuous professional development

35:31 and just so you know people listen to this podcast can get one hour's cpd for their yearly so with the british pest register the one that i'll do the points with literally you can self register anything that's training anything to do with your business even reading even reading your book or listening to your book as long as you write down what you've learned i've got currently 62 points only 20 points for the year oh i always i always get loads more but yeah you can literally say you've done some training or in-house training you can all of that can be put into your continuous professional continuous professional development so it's not as rigid but this is this this scheme i'm talking about was made by a pest controller it only used to be obviously you've got the bpca they've got their own scheme you know trade body they've got their own uh cpd point but even they let you do self-register um this one lets yourself register but there's another one basis prompt they don't let yourself register you have to do their rigid structure okay i'm not part of them anymore i prefer to learn the way you you should yeah however you want to but in the uk there's hardly any like even in general like

36:55 they teach you how to be a pest controller on your courses but as you say i think literally within the industry there's one sales course and that's by the company called kill germ they're a very big company okay that's once a year that's it so wow there isn't really there isn't really much training unless i think you know like you could go and do a course on sales yeah you could do come on yeah of course you go exactly exactly and i and that's a great online course yeah and i did a um i did it translates doesn't it would translate to uk wouldn't it sales i would think so it would 100 i have i did a thing yeah it's the pest control sales master class that i did um that basically you can go on the academy of pest management and you'll see it as one of the courses there and um yeah and it's basically it's just a high level overview of my book it's about i i want to say that course is probably about three hours um but it just takes a high level overview of the book and goes a little bit more in depth to it and 100 it would translate over into what you guys do here in the uk um because it's the principles and that's you know when we even look at the training that we do sean as we say it's really the fundamentals and principles

38:22 principles of past management and it can be taken anywhere and because it's the principles and you can just plug it in anywhere you can plug it in in the uk we've had people in nigeria use it we have people in canada use it australia i did i'm sure last i had it for a few months i think i think i might subscription i think i might have to get it back and drop my memory yeah because i get so distracted i do that much i get that distracted now trying to grow right commercial again yeah it's not easy in the uk when you've got companies walking around off i'm not saying names you know 20 quid a visit i'm not competing with that no chance oh no yeah i don't either yeah but there is some big companies trying to do stuff like that and it's like we'll be out of business eventually well yeah we look at with the membership that we have with pest bossy tv you not required to have a membership but if you do do the membership you unlock we have a great community where you can you know work with other pmp's and then you get into the in-depth training and we've got digital downloads now available with that and we made it really like an on-demand video like you would have with Netflix, Hulu, any of your on-demand stuff,

39:40 you know, it's only $17 a month. So when you look at it, what it translates over here in the UK, it's really not that much more. And so you're getting those fundamentals and principles and there's sales stuff on there as well too. So there you go. Well, yeah, because obviously we haven't actually, and we haven't got, no one's done a platform like what you've done in the UK. You'd think somebody would jump on it, but you've obviously got, you know, you've got the national press technician association they've got their portal yeah you know they've got loads of courses but none of them are on sales um and you've got the bpca uh they've got their portal i can't comment i'm not a member but they have a lot of courses as well but there's no i would have thought some someone would have jumped on something like that but uh they haven't as far as i know i've not heard of anything with regards to you know you can pay this much a month and this uk thing i don't think any of them were ever interested in it because yeah rather you go you go on the day and you spend 200 pounds or whatever it is for the course and you go there and then so and and we have those here and we encourage our customers to go because there's nothing that's going to replace that in-person training is because you're going to get the networking and all the other stuff that you won't normally get to that but what do you but as we say what are you doing in between that in-person training because even somebody that's been in the industry a long time it this reminds you of the fundamentals and principles of pest

41:18 control that maybe you forgot about i agree i i'm starting to see in the recent years a change in the uk because when i first joined i first started going to the lot of the trade shows so i'd say the old the older guys yeah they'd sit there like they knew everything and you couldn't tell them anything different yeah but i think in since i'd say from what i'm hearing of various other people since last year and this year the tide is changing more people want to learn more more new techniques and they don't because you use people oh i know it all i don't need to do any more training but you have to like in the uk to use rodenticides every year now you have to do three hours of cr viewpoints um it's just to keep you up i say keep you up to date a lot of courses it's three hours three hours but yeah it's pretty much just i hate to say the same but if we know it you know it is exactly but all the other points you need you can do whatever you want as long as it's pest control related you can't yeah yeah and there's nothing and like i said you know like i've said there's there's nothing wrong with thinking that you you know everything but i mean you really that's control changes and that's why again with what we do you know you know it

42:44 really goes into the like i've said the fundamentals and principles and it helps you understand the recent changes that are in the industry because things are happening things are things are here in the united states we're just we're just crazy with things and changing the way pest control is done especially here in california we've got a lot of cuckoo yeah things that are happening and you you've got to be just because you you know you've been in the industry 30 years 40 years whatever you think you know everything yeah well you don't because things are changing no it definitely is it's um i'd say in the uk i don't know what it's like in your state i would say we are losing more chemicals than we are gaining in the uk registration i'm told takes anywhere from six to eight years just to get a new product approved i can believe that it's that long it's it's taking a long it takes a long time and yeah you get different products sometimes and a lot of them it's not really anything new someone slapped a new color on it or label on a different box or something it's pretty much the same actives but for new in you know new products i mean really good it does take a long time oh it does it's so slow yeah oh yeah we had actually we had one of

44:02 the guys on who's more involved in that and he was telling us it's in the united states it was um i think it was seven or eight hundred million dollars to bring a product to market from proof of from concept wow you know i mean like total concept to finished end product on the market ready to use it's it's it's a lot a lot of money yeah yeah i would i would love to get someone on like that but the problem is i i've tried i'm not saying that that's what they're doing but a lot of the big chemical companies, they don't want their staff on our podcasts, basically, talking.

44:48 Because I have tried. And a lot of them are lovely people. They want to come on, but they have to have permission. And they just ignore the request. And some of them are scared to death. We have companies, same thing. We've actually filmed shows, put it on the air, and then got a call, please pull it off. get it off now we're looking at a couple of times but you know yeah we've been very lucky yeah but some of these people though i'd love to get on like literally the knowledge they've got on rodents and biology it's incredible it is and that's all you want to talk to them about yeah not the chemical it's the because they work for like say like umvu umvu there's a great guy called rich richard i'd love to get him on and but you know they come yeah they didn't say their legals like no they didn't say no but just i understand why because they want to monitor it yeah and well and i it is what it is and i have to you know and i have to give a shout out to Syngenta.

45:56 They have been a huge supporter of ours over the past three years. They have gotten some great individuals that we've had on to talk about subjects. Tim Hughes and Lisa Epler. We're going to have somebody new on talking about fire ants here pretty soon. But we encourage you to go and check those out because those are almost like mini training courses. They are product focused and shoving product down your throat yeah they're really they've got some really really good information in there and man lisa epler was pretty cool because she was in product development and something else for the pest control industry with with syngenta over in i i don't i'm trying to remember what country i was in europe though right is that yeah it was in europe from sweden but But anyways, they brought her over to the United States to help launch Lazalon and that new active ingredient.

46:58 And I've been able to have two or three great conversations with her about that, what it took to bring that to market and to understand that formulation. Nice. I have no idea what that is. Yeah, go watch that. But you'll see also, too, it's nice. We've got a few manufacturers. When you go into PestPotsyTV.com, you can go and you can scroll down. Well, actually, over to the side, you're going to see the three little line menu we now have. We've really got this product showcase, and it has three manufacturers, Syngenta, Nysus, and Burtek, that we've got some great videos on.

47:30 And all of Syngenta's stuff we've done over the past three years with the different reps, they've got some great, great stuff. It's just right there, easy for you to find. And all that stuff's free. We've also had some really good stuff from Nysus. I mean, I remember the one episode we had from Jamal, and we're like, oh, my gosh, we learned so much. Exactly. So, yeah. So I encourage everybody. I mean, you can easily get into it. And it's nice the way the mobile app is designed now. If you folks in the UK and where you're at, if you can get online and you can put in PestPosseTV.com, you're not going to have to go like to google apple or if you guys got a different you know app store there it's actually it's a web-based app so once you go on to petposse tv.com on your phone it's going to tell you just download the app and it'll go right to your home screen and it'll look just like a mobile app it's amazing how it works so it's uh i've got the app actually it's stopped working so i've got to delete it and reinstall it yeah delete it and And what you do is go into PestPossey.

48:41 There's the new app Cully's got. You go into PestPosseyTV.com. When you look at the bottom there, it's going to tell you install the app, install that, boom, and then boom, it'll come up with a new app. I think here's – go ahead. I would say here's a great thing. You can't really see it, but this first video right here is the update on the Lambda label. yeah you know i mean you know how often do you hear about that stuff and you you know a lot of small companies miss that stuff they don't know about it and here we foster's been able to get that right out there so everybody knows about it who's you know even paying a little bit of attention yep so um so yeah and it's nice to relate to to let everybody know yeah you had you had the mobile app that we had on Google and Apple.

49:36 I won't tell you the obscene amount of money we were paying every year for that ecosystem. And I won't even tell you the obscene amount of money that they were taking off. I can believe I can believe you. We it wasn't it wasn't even really worth it to us. And we tried to put out as much notification. I mean, I blasted so many emails about the change. And I blasted so many emails from members and Pest Policy TV and everything else. and i know a lot of people have been busy about the change but just yeah like i said go into pastpossytv.com you'll see the new app you'll love the way it downloads it's so easy you're going to be like oh my gosh this whole web-based app platform the way this is this is something it's a new technology that a lot of companies are going for so they don't have to pay the money to apple and google so oh it's crazy it's it's like um what i was trying to say i've actually done a trial with syngenta um a while ago i was on linkedin you know how they got the rise of the digital boxes yes so so obviously i got to trials secure choice 24 7 because i went on there saying digital's not for small businesses not a chance well the mpta this is before i was a board director actually it's happened and they said would you like to trial it we've seen you comment and yeah i trialed it i was fair with them it was something different for me i did mention it would be okay for a small smaller pest control business if you have the right kind of facility like a food facility or something bigger because the cost that we would incur you're in like one two three year deals so you'd have to a lot you'd pass it over to the customer as well you would

51:33 so like i've told them my biggest complaint about those isn't isn't the unit the unit's fantastic here's the problem is techs are so overwhelmed with work that all they're going to do is look go okay we didn't have any activity and then they're gonna leave and that's not how to do rodent control you got to figure out why you're not getting activity yep it's like it's like i had to work we went back loads of times to talk because obviously if you have consumption 35 activations wasn't much consumption at all yeah and i had to learn that it was like half a block but i didn't know i did a thing like that it was on talks at the time but well you know yeah we have a friend who does all commercial and he's stealing accounts from big companies all the time because the techs are doing exactly what i said yeah they're not actually solving the problem they're looking at the app and they're going well here's my proof yeah you know there's no activity but yet five feet away there is or 10 feet away there is activity and you don't know that unless you get in there and look at it eyes on target you know they're i think i mean they have a place i i completely think that they can be very useful but you can't get lazy and when you're sending

53:08 your texts out doing 20 to 30 jobs a day they're going to cut corners oh they totally are yeah but definitely also this is what coming wanted to show everyone yeah this is a perfect example of what you run into when unfortunately well-meaning technicians and in this case the technicians were my impression from the customer was they were very well-meaning but they knew nothing about treating a cockroach job they told the customer one service will get rid of a cockroach infestation that she probably had for 10 months wow that's big for the records i've only ever done two cockroach jobs in in my pest control career god bless you where i live we generally don't have them that's good that's good you're like we don't really either i this was my first cockroach call since I moved here seven or eight years ago.

54:11 Um, I mean, I've done it. I don't do very many restaurants, uh, because my, I focus on residential. Um, and, uh, but I have a couple and, um, no, I don't ever have cockroach problems. Yeah. Of all things I went in and I was checking doing my inspection on one of my restaurants and I went up the back steps and it was a cockroach on the steps and I grabbed it and I'm looking at it. I'm like, what the heck kind of cockroach is that? And I ID'd it and it was a wood roach. And they're like, on the East Coast.

54:49 They're not even in California. I'm like, where in the world did this come from? It was kind of crazy. It took the long time from Maine. Really?

55:02 The job's all I had. I just determined that because the people that had moved there, they'd moved from a city. I live rural. Yeah. And I think they brought it in their food boxes when they moved. Yeah. Oh, yeah. That happens. They got transferred it in, 100%. Yeah. Totally. Yeah. Yeah. I was actually trying to find, I made another one of these, but about the fly lights, you know, having to use zappers in a kitchen. Yeah. You know, if they get rid of glue boards in the kitchen, all your fly lights are gone right they're gonna go to zappers you want a zapper throwing bug parts all over your food in your dining area no come on nope that's that's not a good thing that's not good exactly so yeah but i couldn't find that one in my i'm it's on my phone but it's not like it's fine it is but uh yeah it's been fun so far i mean in general the the main key of this everyone is if you and what i've gathered if you continue you provide continuous training to your staff that you'll get better feedback and you'll have happier customers and hardly any callbacks You can't say zero, but keep it informed.

56:28 And don't forget to train your CRS, your CSRs. That's so important. I listened to my marketing guy's podcast and he's like, oh my gosh, you can't believe these companies. They complain about not making sales. And he says, and I listened to the calls because the calls are, you know, he has, he can set you up. So the calls are routed through his office. He says, I listen to these sales and I'm like, why do you even have these people on the phone? They don't know anything about pest control. They're not happy.

57:00 They're grumpy. I mean, all this stuff. You've got to be including them in your company culture and in your training because they're, I mean, they're talking to these people. If they don't know anything, you know, I mean, how many times did we get? Oh, my gosh. We would get these notes, you know, fleas. Customer says they have fleas. You get out there. Of course, I never really worried about that because I was always like, it's my job to identify the problem. It's not the office or the customer's job.

57:31 That's my job. And, of course, something completely different, you know, is actually what's going on. And so they don't know what they don't know. Exactly. Yep. It is. Yeah. So yeah, you definitely have to train the front office staff because they're, they really are the first line of defense before the technician. And you need to set that technician up for success in order to go out there and, you know, at least be able to assess the job the right way, at least have an idea with what's going on.

58:03 And they need to be able to talk to talk. They need to be able to speak the right way and speak professionally and everything, use the right words and not just say something off the cuff and something that the company can't even have the capability of doing. I mean, gosh, how many times do we go out with that, Khalid, that, you know, they overpower to the customer. He's going to come out and he's going to hose the place down. We're going to take the truck master and just bring that big hose right in the house and just take it down.

58:30 No, that's not going to work. So, but yeah, that's my thought on that. so yeah yeah no definitely got to get them involved do some basic training with them and that's why again you know i'm just going to push our membership again i mean it's fine it's fine it relatively inexpensive and you could buy one membership and give it to your your customer service reps to go through and play with and give them some lessons on there and just get them the basics It's going to help. The other thing is we have a whole section on customer service.

59:07 Yeah, we do. We do. We only have a few courses on there, not a lot. We've got enough on there. And really, it's going to help. all of it that we have on there is going to help even the free episodes they're all going to help they're all really going to get the staff the people that are in the office all the time it's going to really immerse them into the industry and what it's truly about and what the techs are about and two i encourage you business owners if you haven't had your csrs your frontline staff your phone whatever you call them there if you've never had them go out in the field with a technician i encourage you to do that sooner than later i've heard this quite a few people have said that they have done that and it made the world of good because because then the office staff could see what they're actually up against exactly yep and it's gonna help 100 with things so encourage encourage you to do that so definitely so absolutely and then your texts don't have to do like I used to do.

1:00:14 The people say, can you get this under control? And I'd be like, absolutely. And then I'd go out to the truck and I'd call my boss and say, how do I do this job?

1:00:24 Help me. I don't know what I'm doing. I just promise something. You did that a lot. You were good with that, Kali. Yeah. Well, I mean, what are you going to do? You can't let the customer know you don't know what you're doing, even though you don't. And so then I would just go to the truck and say, okay, what do I do to do this because I didn't get any training, right? They're not going to sit you down and actually train you how to do it right. I'm still going to make the sale. I was hungry for money.

1:00:49 Exactly. I'll figure it out later. Exactly. That's funny. I love it. That's good advice in general there.

1:01:02 Obviously, just one thing I wanted to put. You know, when you have to train in, what do you do after to say like in practice you've learned the theory you go out and do it you just keep the training up and keep refreshing your mind on because obviously there's a lot of things it's like if you don't do a particular bug or insect or yeah you even though you've learned it you forget it and you got you can read the training would help you re-jog your memory yeah because the biggest one that got me when i did my rsph level two award in best management it was cockroaches and i thought why i just learned they teach you but because you start fresh in your mind it was well that's the thing yeah it's much harder it's much harder for something like that because you've only had you've only had a chance to do two yeah right before i did my exam i'd never done any cockroaches yeah well that would make it much harder absolutely it's so much easier.

1:02:06 I remember I had people get mad at me. I went out. So we have different kinds of licensing here in the United States, especially in California. And so we have our structural license, you know, to let us do homes and stuff. And then we have an ag license. Most states just have their ag licenses. And the ag license can let you do weeds or ground squirrels or trees or whatever. and um i started running the ag department at our branch and so i took that test you know it took a i think i was doing it a couple two or three months before i took the test and i passed the test the first time out i took i took three different categories plus the um rules rules and regulations category and i passed all of them the first time and everybody was bitter but i was like i do it every day i'm not just reading it i'm actually doing it and so it makes it so much easier to remember those details yeah we're actually doing it in the field every day so yeah absolutely we don't have a license in here it's not a thing it's not um oh yeah so what you do here is you go for your you can even the basic requirement in the UK is to hate to say it, you can do a day course, you can in Redenticide and then you can do a day course in Insect course and that will good to go, you can go and be your pest controller but the one but the one everyone liked, the one we prefer people to do is the one I've done is the RSPH level 2 awarding pest management that covers vertebrates, invertebrates, health and safety legislation.

1:03:57 That's free exams. So that's the real one people want to do, but it's not the law in order to buy a denticide. It's not. And then if you want, if you say, if you're in a trade body, it's different. You see, if you've got them qualifications, you have to do cpd 20 points plus you or including your free crru points with you basically it's just on stuff around bait safety on bait in different scenarios but they did like three hours courses um it doesn't that sit effectively but and then you don't have to join a trade body.

1:04:44 It's not the law in the UK. You can do a five-year course. Basically, every new course lasts five years. So, people can just go out and do one course every five years. I don't agree with it, but that's the rules of the rules. Well, that's the thing. We had a worldwide company here in California, and the rodenticide laws restrictions came into effect. And they weren't involved in the trade association. And so they started getting nailed left and right. And they actually complained to the trade association.

1:05:27 The trade association said, what do you want us to do about it? It's not our fault you never came to meetings. We've been talking about this for over a year. Yep, exactly. Yep. Yeah. They were just running like nothing was happening. and they weren't paying any attention to the fact that they're in a different because you know our states yeah i mean literally they're set up like their own government right this is this is california this is the government of california they have to respond to the federal government but they've got their own you know rights in that and so they can do what they want to a degree and so these people were just like out in left field because they weren't paying attention and and it bit them from what i understand pretty good i mean i wasn't obviously involved in any of that but i was like man and what was funny was i was i have a friend who was working for him at the time and i'm like what are you talking you you're doing what he's like yeah they won't let us do anything else i told them it's not legal anymore and they just like nope keep doing it this way so he's like I do.

1:06:39 See, that's the thing with press control. I mean, I've only ever worked, it's me and my dad. I've only ever worked with my dad, you see. I've not worked for another press control company. Because on the courses I was going on, I used to listen to a lot of technicians and then ask questions. So what if your company tells you only to do it this way? And then she's like, it's not a lot you can do really, is there? You can try and explain it to them. but like certain companies only like use certain products don't they but if a certain product's not working it's failing isn't it but i've never been i've never had that issue because if we something's not working we can change it up yeah well in california um one of the laws is is is it's a um i don't know what you'd call it um it's like a tattletale law so if your company's telling you you're supposed to do something and it's illegal you can go to the state and you can say hey this is what my company's saying and i don't think this is legal they'll look into it but you you cannot lose your job yeah they cannot fire you for that against that exactly yeah protected against that as employees so that's more like it's that's not about if a product stopped working like you know the rodents just don't like that bait anymore um and so they're just not feeding on it it's more like this situation where they actually had uh we actually had this redenticide restriction and um and the company was still using it all those employees could have said no i'm not using it this is illegal and that company could not fire them legally i mean they probably would but then they they would they could sue and they would be guilty

1:08:23 until proven innocent yeah was that to do with escars then they changed so much to escars yes yeah yeah it was yeah that was the s cars rule yeah that was the big what what what have they changed out of interest to s cars so you could only use actually you can only use any coagulants period not just second gens but first gens um you can only use them at like um wineries which is hilarious to everybody. Biotech, hospitals, and food plants, I think. And there might be a few others, but you can only use them in those locations.

1:09:04 My issue with it is one of our main rodenticide suppliers, in fact, both of them have provided us with alternatives that work fine. I have no problems with the alternatives. And so I'm not really sure why everybody's up in arms about it. I mean, the concern is, is that what if they get rid of this one and now we're stuck? Are you talking about, it's one of them alternatives, a cilantro? That's one of them, but I'm not necessarily a huge fan of that product. We have Bell Labs has what they call Contract California.

1:09:44 um and so they took the the basic i guess food formulation of contract and they put in a you know quote a legal active yeah and i don't really have any bait shyness at all i mean at all i mean i'll go to some accounts and like every station's empty every time i go okay you know so i'm kind of like I sit in the background and go, okay, I understand we want to make sure we're not completely losing alternatives because eventually they're going to say they want to get rid of that one. I mean, that's just kind of how it works, right?

1:10:23 Yeah. That's the problem. It's not just a 100% ban and restriction on this. This whole SCAR thing and everything that we have here in california it's all on moratoriums and reviews every four years so every four years they just go through and that's what they went through the first four years with this and that's why they did another restriction on another active which ended up being a first gen and they'll just do it again yeah the only problem is is that was done through legislation instead of through what's called the department of pesticide regulation and it's their job and they get the funding to do the actual research when it goes through legislation it's just politicians feeling like that's bad and so they'll vote how they want to vote whereas when it comes to the department of the pesticide regulation they're actually doing the science to prove what it actually is doing and how it's actually affecting um wildlife in general so um yeah it's a funny one yeah it's a funny one because obviously cilantro and that they protects the birds doesn't it yeah i don't even know if it does i suppose but but it's very hidden minnesota they're dead there's no yeah there's no there's no way around it right yeah like we with the s-cast there is yeah there's at least yeah right exactly i believe me i we all hear it i'm i'm all for it

1:12:07 the only thing i will say for bromephalin which is the one the active i use there's no second degree poisoning they've done research and they cannot find any now that's second degree poisoning if they eat the bait that's all another ball game well yeah yeah yeah but you know it's all tools at least you've got them tools but i hope the uk doesn't watch watch what they're doing there oh yeah they will be enough right oh unfortunately they probably are they like to watch the uk yeah california i mean sorry they like to watch yeah in certain things watching everything they've got their hands everywhere they're looking at every well and you know they model themselves after being a leader to protect the planet probably i probably watched um the uk what what they did with glue boards they probably watched that yeah well some of our cities definitely have i will say though then ventura county was going through that process and um pest control people had got involved and they listened to them and they did not make them illegal for insect monitoring which was good and that is a big deal because some of the other cities they're coming for insects yeah how are you supposed to do ipm without a glue board

1:13:32 i thought you just meant rodents i can't know no no no cities are doing is that they're The ban that they're putting on glue boards is they're saying that it's for pest in general. And so what they're putting under that umbrella is. They don't want a cockroach to suffer. Yeah. They're putting everything. This is another level, isn't it? Oh, yeah. That's a whole other level of stupidity. Because of the ban, we know with what you guys are going through with glue boards and everything. technically technically you can actually use them if you have the rsph level two awarding management if you have the latest kill germ glue board uh course yep and you apply to defra for a license you can do it under license okay right i wouldn't want to and i believe the numbers are very low people that actually apply for them oh yeah yeah it's very good well i have restaurants and I don't want to do a restaurant without glue boards.

1:14:40 Tell me what's going on when I'm not there. You have a rat infestation in your kitchen. The easiest thing would be glue boards, and now you're literally going to put tons of stuff in there.

1:14:54 I'm not even worried about rodents. I've done plenty of restaurants with snap traps and whatnot. But insects, I mean, I've got a little bakery, and I'm monitoring for crickets because that was a big problem. I'm monitoring for cockroaches and I'm monitoring for pantry pests. Yeah. Now, how am I going to do that if I don't have a glue board? You can't. You can't. You can't. Absolutely no way. No way. We don't have that problem. Yeah, we don't have that problem in my county at this point, fortunately.

1:15:32 But yeah, it's just, I mean, you know, we're trying to protect the food, right? We're trying to keep people from getting salmonella or whatever. And you're basically saying, no, we don't care. Because you don't understand. Yeah, they don't understand what's really at stake. They can only think in their realm, you know, their very limited realm that, oh, but it's making wildlife suffer. I'm like, well, I don't really consider insects wildlife, first of all, but I guess you can consider them wildlife.

1:16:14 This is why this kind of conversation, this is why we get cancelled because Foster's fairly diplomatic, but I'm not. We're going into the depths, John. We don't want to get you cancelled, Sean.

1:16:31 here. We're going too deep on this one. But no, yes. But no, thanks for coming on. We've learned about training. We've learned about craziness from around the world. Let's go.

1:16:43 But yeah, no, thanks. Thanks, Cully and Foster for coming on. You're welcome. You're welcome. This has been a pleasure. Anytime. Anytime you want me to offend somebody, I'll come on the show.

1:16:57 You'd be good on a discussion panel, you would. would do great. Yeah. The devil's advocate. There he goes. But yeah, we appreciate you having us on. And if anybody out there is... Yeah, thanks a lot, Sean. They want to contact us, they can very easily. Just go to PestPosseTV.com, easy contact, PestPosse.com. You can contact us. We're here, whatever you guys need, whatever you want. You can't be in any way or you even want to offend us. We don't care. yeah i'm very hard to offend but no thanks for coming i've just got to quickly mention my sponsor uh thanks to now they're a job management uh software company they can it it's for all industries really uh they do pest control reports it i i like it if you want to if you want to try it out there'll be a link in the description after the show but um yeah thanks for the power and our team.

1:17:58 They've always been very supportive. They have. But yeah, it's a good company. So yeah. So thanks, Foster and Collie, for coming on the podcast. It's been fun. It has. So I will end the stream now. If you stay on for just a second, I'll just end the stream. But thanks, everyone. And I'll see you all next week. Bye, everyone. Take care. Remember, pest control is an adventure. So go out there and enjoy the adventure with the pest posse and pest perspectives by your side.