Turn the lights on winter revenue: PMPs share how an add-on service is helping retain employees and build prospects

摘要

When Mike Pattern started Patton Termite & Pest, Wichita, Kan., 14 years ago, he quickly found he needed to "fill the revenue hole" when winter income dropped by half.Patton accomplished this by offering holiday lighting service. Today, the add-on generates $70,000 a year and delivers a 25 percent profit margin, he said.That extra revenue is needed for "maintaining a constant workforce" in the offseason, said Gene Chafe, general manager, Senske Pest Control, which began providing holiday lighting more than 10 years ago. Historically, the Kennewick, Wash.-based company laid off employees in winter, but only 30 to 40 percent returned in spring. Holiday lighting retains good employees while reducing the "substantial cost of hiring and training," Chafe said.