From mortgaging his house for a used “bug truck” to commanding Ohio’s slickest 10,000-sq-ft “Beehive” HQ, Jason Carpenter has turned Environmental Pest Management into the Midwest’s apartment-pest juggernaut—servicing 1 million+ units with a patented data platform (“Pest Genius”) and a 3,000-page digital playbook that lets the business run while he’s on the back nine. Sit in with the Blue-Collar Twins as Jason lays out:
- Door-Knock Origins → $350 K Contract – how a single 50-unit bed-bug job snowballed into a $300 K+ recurring deal and rewired his focus from homes to high-density housing.
- Pest Genius – the in-house software (and patent) that tracks every unit, photo, KPI and health-department audit across millions of square feet.
- EOS + Family Power – wife Karen (COO), son Brandon (VP) and daughter Kayla (content chief) running weekly scorecard L10s while Jason stays out of the office—unless he’s eaten or played 18.
- Net over Vanity – why a Franco Giannamore valuation wake-up call pushed margins from “meh” to mission-critical and reset his eight-year, $20 M/20 % BHAG.
- Golf, Barter & Brand – converting country-club barters into 100+ clients and why density beats door-to-door for long-term wealth.
- Exit Options – succession plans, EBITDA realities and the number that makes walking off the course worth it.
Stick around for Jason’s candid take on therapy-backed leadership, mastermind ROI, and why every technician needs to read their P&L. Buzz EP 209 Jason Carpe…
From PE Teachers to Pest-Control Owners: The Julio Twins’ POTOMAC Experience
https://www.linkedin.com/in/paulgiannamore
Produced by: www.verbell.ltd
Timestamps (podcast.co-ready)
00:00 – Cold-open: Jason on the 3,000-page playbook & “letting the business run itself”
00:35 – Intro at the Beehive; Twins recap Jason’s mortgage-and-a-truck origin story
02:00 – Westerville roots, single-mom hustle & senior-year couch-surfing with Chip
05:55 – Sales chops: from shoe store to car lot to bartending—and gambling pool halls
08:00 – Meet-cute with pest control: father-in-law’s family firm, $50 K salary, first kids
11:00 – Basement startup (2003), door-knocking for residential accounts
12:45 – 2006 pivot: $40 K bed-bug job uncovers $300 K apartment contract
16:00 – Deciding to own the apartment niche; first million-door vision set
18:15 – Building Pest Genius—tracking every unit, photo & treatment across states
22:40 – Patent filed; integrations with PEStack & Outlook; “differentiator” explained
25:30 – Family dynamics: Karen (COO), Brandon (VP), Kayla (social) & twin grand-babies
28:45 – Therapist-mediated exec meetings; Jason allowed in office only after golf or lunch
30:10 – Chasing the PCT Top 100 & Ohio #1 goals; revenue vs. EBITDA reality check
33:00 – Franco’s valuation shock → margin overhaul; net focus pays off
36:00 – Weekly exec L10 cadence; bonus plan ignites management team
38:30 – Golf-course barters to close clients; 220 rounds logged last season
40:00 – Roadmap: $20 M at 20 % by age 62, new HQ, platform density > door crews
42:50 – Advice to solo operators: “embrace small, learn, keep going”
45:00 – Potomac 100 mastermind tease & Puerto Rico invitation
46:30 –
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