Based in Lancaster Pa., Tomlinson Bomberger, a 100-employee lawn and landscape company, added pest control to its roster of services six years ago. Every year since then, it has seen double-digit percentage growth in that area.

“It’s been well-received and a nice source of growth,” says General Manager Don Long. “It’s complementary because our lawn care customers ask for this service, but we get separate calls. Everything else we do is exterior, and this is interior, so it’s different.”

Landscape Group Manager Mike Lindemuth adds that the transition to providing pest control services wasn’t too tough because many of the procedures are actually similar to chemical lawn care. “It’s still a pump, a truck and a sprayer – instead of killing spider mites, now we’re killing spiders,” he says. “You don’t have to go out and learn a bunch of new equipment, even if the lawn care applicator has to get tested and licensed.”

The most important thing, he says, is making sure that your staff is knowledgeable about all services – and able to answer a wide range of questions from customers.

“From the person answering the phone to the technician doing the spraying, everyone has to be knowledgeable,” he says. “You don’t want to mistake a cockroach for a cricket.”