How our Fastest growing Location Made Over $1,000,000 In Their First Year
Hey team, I’m Jonas Olson, founder of Pest Badger. Today, we’re spotlighting Branch #7—these guys scaled from zero to over $1 million in less than a year. Let’s break down exactly what makes this location a powerhouse.
Daily Morning Huddle Sets the Tone
Every day starts with high energy in a morning huddle. They review:
Customer expectations
Day-of-route plans
Objection handling rehearsals
A quick 10–15 minute pitch and objection role-play session gets the team focused before they head out.
Sales and Operations Are Clearly Defined
Branch co‑owner James Bruce explains his day looks like:
Morning huddle with sales team
Returning missed calls
Door knocking and sales all day
Answering overflow service calls
Meanwhile Chandler, as the operations lead, handles service dispatch, route queries and technician support. This clear division ensures both sales and service run efficiently.
Strong Training and Pitch Practice
New sales reps shadow experienced closers. They role-play with vets, working their pitch cadence, posture, tone and phrasing. Rookie reps practice daily—then hit the streets with confidence.
Consistent Branding and Route Density
Uniformity in truck wraps, yard signs and technician attire builds trust in the neighborhood. Customers start recognizing the brand quickly. Even in rain and hills, they push through—building trust and high visibility.
Route density is key. On one day, a tech completed 17 quarterly jobs at $150 each, generating $2,550 in revenue over 8.5 hours—about $30–$42/hour. Minimizing drive time maximizes profit and efficiency.
Financial Performance Breakdown
That day’s route had:
COGS (materials, gas): 30–35%
Tech pay: 10–14%
Overhead: 35–50%
Net Profit: Ranges from 1% to 25%
Even at 25% net margin, that’s $637 per route. Scale that across teams and locations and you’ve got serious growth.
Smart Upselling Drives Lifetime Value
Technicians look for opportunities like mosquito fogging or rodent bait boxes while on-site. A simple pitch—“I got eaten alive by mosquitoes”—leads to high upsell rates. Upselling not only boosts employee earnings but also increases client LTV.
Sales Mindset Is Key
Sales managers James and Nick say their secret sauce is mindset and hustle. It’s not just about knowing the pitch—it’s about daily, persistent door knocking and relationship building.
New hires aren’t thrown in alone. They shadow multiple reps, learn different styles, and gradually develop their own sales voice.
Leadership Lessons from the Field
Branch manager Malachi highlights his role in problem-solving. He notes the first knock every day challenges even experienced techs. Consistent problem-solving builds leadership and resilience.
Final Takeaways for Growing Branches
Start each day with clarity and energy
Separate sales and operations roles early
Invest in pitch practice and shadowing
Build your brand with consistent appearance
Keep routes densely packed to cut drive time
Track your COGS and overhead for real margins
Encourage upselling for both employees and business growth
Cultivate a strong sales mindset across your team
This is real-world proof that when systems, hustle and leadership come together, you can scale to $1 million in under a year.
P.S. Watch the full video here:
