The decision to switch from liquid treatments to the Sentricon® System takes some companies longer than others. It took two years for All-American Pest Control in Nashville, Tenn. All-American began offering Sentricon in 1997, and in 1999, it decided to stop selling liquid barrier treatments. Results with Sentricon convinced them it was better in terms of protection, quality assurance, callbacks and even hiring service technicians, says Erin Richardson, company vice president.
“Our customers trust us,” says Richardson. “We earn that by giving them the best service possible. We believe Sentricon is the best product.”
Getting out of the liquid business meant shifting liquid customers to Sentricon over time, Richardson says. The company runs a special promotion every two to three years. A letter to customers with liquid contracts informs them of the benefits of the Sentricon® System. We offer a special discount for a limited time and follow up with a phone call to make a sales presentation.
Richardson says that in the first five years, the company converted 300 liquid customers. The next year, 100 switched to Sentricon. And most recently, another 60 made the change.
“We have more than 4,000 Sentricon customers today, and are down to about 600 liquid contracts left,” she says. “Some have only known liquid treatments, so it takes some education. But we are committed to converting all liquid contracts.”
The business also uses a highly effective offer of a Sentricon System upgrade if termites are found during an annual inspection.
“If we find termites, we talk to them about an upgrade to Sentricon, and 95 percent of the time, they agree with our recommendation,” she says. “And because we believe in Sentricon, we offer a damage repair agreement.”
Last summer, All-American converted all Sentricon® System customers to Sentricon with Always Active™ technology. It services termite customers twice per year — once for an annual home evaluation and once to check the bait. The company’s goal is to incorporate those visits with its general pest control work, all done by one service technician.
“Our standard general pest perimeter service is quarterly, and we offer a green pest control service with six visits per year,” she says. “Sentricon with Always Active works well in combination with either service.”