Systems Save the Day: David Mulcahy on Scaling O’Deer, Launching Ghost Scoopers & Leading Through Crisis

When a life-threatening brain injury sidelined his five-year-old son, David Mulcahy discovered whether the playbook he’d written for O’Deer South Shore & Cape Cod (natural deer, tick & mosquito control) could truly run without him. Spoiler: it did—and the EOS-driven machine now powers 26 spray rigs, year-round revenue and a fast-growing spinoff called Ghost Scoopers. David joins the Blue-Collar Twins to share how franchise systems, profit-share incentives and relentless KPI tracking kept the wheels turning while his family focused on recovery—and why recurring-service operators should fix their P&Ls before they chase the next shiny tactic.

You’ll hear:

• Franchise Reality Check – leaving a multigenerational fuel-oil business to buy the second O’Deer franchise (2014).
• Door-Knock Data – hose-reel saturation vs. backpack mist blowers, and the all-natural edge in a regulation minefield.
• Stacking Seasons – adding deer control for winter cash flow and six-day scheduling that boosts capacity 16 %.
• People Math – commission plans that let top techs earn high-20s/hour, 50 % re-hire rates, and Slack-era training loops.
• Ghost Scoopers – turning a service-manager partnership into a profitable dog-waste brand (no franchise needed).
• Crisis Test – the 45-day hospital stretch that proved dashboards, one-page weeklies and empowered managers really work.
• Next Moves – $10 M infrastructure on a $5 M base, AI phone agents (“Charlie”), and job-description tightening before the leap.

From PE Teachers to Pest Control Owners: The Julio Twins Share Their POTOMAC Experience

https://youtu.be/HAx9noqsqTo

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

www.potomaccompany.com

https://bluecollartwins.com

Produced by: www.verbell.ltd

Timestamps (podcast.co-ready)

00:00 – Cold-open: subdural hematoma, emergency brain surgery & a leadership gut-check

00:58 – Show intro: twin hosts frame David’s dual businesses (O’Deer + Ghost Scoopers)

02:56 – Leaving a family fuel-oil company after dad says “no ownership path”

04:53 – Why O’Deer’s hose-and-reel model beats backpack mist blowers for drift & season length

07:00 – Buying full control of South Shore territory; early cash-flow stretch moves

11:00 – Systems vs. hope: falling in love with P&Ls and annual budgeting

13:30 – Six-day routes, 26 trucks, 24 techs: capacity math & burnout prevention

18:15 – Commission structure: base + production %, monthly stretch bonus, low respray requirements

24:20 – Quality-assurance ride-alongs & Slack video feedback loops

27:00 – Son Wyatt’s accident (Jan 2023): 250 ml bleed, 45-day inpatient rehab

30:10 – General manager runs ops on one-page weekly reports; family splits hospital shifts

33:00 – Coaching & masterminds: why recurring-revenue founders must know unit economics first

36:40 – Launching Ghost Scoopers with GM Zach; positioning it as a training-ground equity play

41:00 – Insurance, cameras & the van-driver age dilemma

48:00 – AI agent “Charlie” starts reactivating lapsed customers via calls & SMS

50:00 – Wrap-up: present leadership, future $10 M vision, and living core values after crisis

52:00 – Outro & Private-Equity Masterclass CTA