0-2M 6 yrs

0-2M in 6 Years
Donnie Shelton
Raleigh, NC
donnie.shelton@trianglepest.com
@donnieray3

Let’s take some time to focus
Turn off or do not disturb…. Don’t be offended!

© Triangle Pest Control LLC. All Rights Reserved

Disclaimers

1. This is what has worked for me and my
company
a. That does not mean that it will work at
yours
2. This presentation has both opinion* and
facts
*The facts are well researched. The opinions are
well… opinions


Part I: Before Pest Control


My Background
•
•
•
•
•

1993 - USAF - Aircraft Mechanic
2002 - NCSU Grad - Computer Science
2003 - Progress Energy - Software Engineer
2005 - USAF - KC135R Pilot
2006 - Triangle Pest Control


Why are we talking about Internet Explorer?

This is a logic fallacy
Sometimes we have the tendency to confuse
causation with correlation…
Causation ≠ Correlation**

**Interestingly… Apple products have been shown to improve productivity and overall
“coolness” factors for users of their products….. as well as peace and love for the universe


I could show you what tactics I used to
grow my business to 2M in 6 yrs
But…. I would be implying that is the
cause….. and that would be lying.


Joe Kucik
● Grew his companies with telemarketing
and direct mail
Donnie Shelton
● Grew my company with Inbound
Marketing
NOT REAL THE CAUSE OF SUCCESS

What I have learned so far

So… what do I think the cause(s)
are/were


Real Causes of Success?

1. I have a vision where I want to go
2. I plan and create goals to get there
3. I metric everything in my business
4. I hold myself accountable


How I view my businesses
I manage my businesses by focusing KRAs
1.
2.
3.
4.
5.

Leadership
People
Financial
Marketing
Customer Service

What I have learned and what I do….


Leadership
1.
2.
3.
4.

I am the only person getting paid to drive the boat
Create and communicate a strategic objective
You cannot over communicate your Strat Obj
School is never out. The more I learn and commit
to education, the greater my results
5. Build the infrastructure, then grow (the opposite
method sucks!)
6. Culture is just as important (if not more) than
strategy


People
1.
2.
3.
4.
5.

This is business that you are really in as the owner
Hiring systems can save a marriage (and sanity)
Feedback is the breakfast of champions
Accountability is not a 4-letter word
Disciplined people create a disciplined
organization
6. Reviews, inspections and training are much easier
than dumb, out of control and mismanaged
employees
7. Managing a 2M company is easier than managing
a <1M company (if you do it right)

Financial
1. My profit is directly proportional to my ability to
manage payroll
2. I openly communicate what is happening with
money
3. I pay all sales on collection (not production)
4. I got out of the banking business


Marketing
1. My ability to grow is in direct proportion to my
ability to generate leads
2. I should always be learning about marketing
3. Customer service is marketing
4. People who cold call me… are usually a waste of
money
5. Leads are my #1 stat that I track. It is that
important (conversion is #2).


Customer Service
1. An army of satisfied customers are the best
salesmen you can ever hire (and they pay you)
2. It does not matter who is right
3. Sometimes it is better to lose the battle
4. I try to know my customer’s more than they know
themselves
5. I train on customer service every week
6. I highlight to my employees every letter, email,
phone call
7. I incentivize customer service scores


One of my favorite quotes

"Successful People Do All The
Things That Unsuccessful People
Won't Do"


Resources to help you get started
Managers
• Good to great, Jim Collins
• E-Myth, Michael Gerber
• Entreleadership, Dave Ramsey
• How the mighty fall, Jim Collins
• Who: Hiring “A” players, Geoff Smart & Randy Street
All Staff
• Making yourself indispensible, Mark Samuel
• Super Service, Val & Jeff Gee


Questions?
Donnie Shelton
Raleigh, NC
donnie.shelton@trianglepest.com
@donnieray3

0-2M 6 yrs

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