Pest Control Millionaire PCM 166 | Tony Carder of TruNorth Pest Control
Mar 10, 2026
Tony Carder, CEO of TruNorth Pest Control and serial service entrepreneur, shares his journey from family business to scaling and selling a major company. He discusses refocusing operations, building a lean footprint with remote techs, realtor-focused marketing, rehiring and acquiring small firms, leadership routines, company culture incentives, and why he keeps building after financial success.
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What Big Rollups Taught Him About Profit
- Working inside Rentokil revealed how much profit roll-ups extract compared with owner-focus on growth.
- Tony realized he had prioritized growth over profit and learned corporate pricing and margin strategies.
Hire Salespeople Before Chasing Scale
- Hire salespeople early and promote technicians into sales for credibility.
- Tony runs many sales hires, pays a salary ramp, and converts techs who can explain services to homeowners.
Spend On Realtors To Build Recurring Revenue
- Invest heavily in real estate agent relationships as recurring revenue drivers.
- Tony spends about $30,000 monthly on agent marketing: cookouts, education, open houses, caravans and sponsorships.