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 Mosquito Squad partners with landscape design/build firms to place spraying systems seamlessly in the landscaping project. What do you do when everything you use to rid your property of mosquitoes fails? Start up your own mosquito management company, of course!
That was the original thought process behind Tom Olson and Russ Jundt buying into the Mosquito Squad franchise in their area of Minneapolis. The pair already had an irrigation company established but knew that a mosquito management service was needed in the area, especially for use at their own homes.
 “We kept noticing a pervasive need for mosquito control that wasn’t being addressed anywhere else,” Olson says. “We had spent a lot of money on a lot of gadgets that don’t really do what they say they’re going to do, and they end up in a big pile in the shed.”
The pair ran across the Mosquito Squad franchise in the early days of the concept. Finding it intriguing, they flew to Charlotte, N.C., in 2006, and became an influential part in developing the current Mosquito Squad franchise model. They’re now owners of Mosquito Squad of Minnesota, and own the rights to all squads throughout the entire state. They’ve sold different areas to other teams, and now focus primarily on the Minneapolis-St. Paul and surrounding resort and vacation areas.
Starting up
Olson says the Mosquito Squad franchise was a great option for him and Jundt because of the low start-up costs.
“The initial investment in hard assets, such as equipment, is low with respect to other businesses,” he says. “But like with any business, your success depends on how you handle customer service and how you make people feel when you interact with them.”
At first, it was difficult to get customers interested in mosquito services. Olson says the toughest thing about being in something new is how much education is required for the public. At first, many people were skeptical of the new services, but Olson says once a few clients develop, the rest just falls into place.
“They’re just so pleased with what you do, and the referrals are unbelievable,” he says. “We’re focusing on education and getting face-to-face with folks. We do home shows and state fairs, explaining what we do and how it works. The opportunity to get face-to-face is far better than anything else.”
Service Breakdown
Mosquito Squad of Minnesota has three types of services. Its most popular is a basic barrier spray program. Field technicians go out to each property every three weeks during the summer and treat foliage with products that will kill the mosquito as it comes in and harbors in the area.
Olson and Jundt pride themselves in also offering alternatives for customers who prefer a greener route. This service focuses more on repelling the insects. “Certainly with the rise in the green movement and social responsibility, (all-natural alternatives) are growing in our business,” Olson says.
If a summer-long treatment isn’t practical for some customers, they can opt for a one-time application, which Olson says is perfect for outdoor parties and weddings.
“We come out one week before (the event) and treat the property,” he says. “We look for an 85 percent reduction on the property, and we usually meet that or do better.”
Mosquito Squad also offers a tick control program. Olson says many customers have concerns about Lyme disease, so the technicians target developing, immature ticks before they reach the adult stage and attach to humans and pets.
The final service offered is an automatic misting system. It’s permanently installed and uses models placed strategically around an outdoor living environment, like a pool or kitchen area. The nozzles will mist for 30 seconds each night, spreading a small amount of product.
“It has phenomenal efficacy for the consumer,” Olson says. “It’s normally for people who are considering or in the middle of a landscaping project and making a significant investment in the backyard.”
Partnering with landscapers
Mosquito Squad of Minnesota has partnered with landscape design/build firms that fit its view of good outdoor living. A designer will create a plan for the landscape and then Mosquito Squad will put in spraying systems and specify it to the landscaping company’s program.
“It’s seamless,” Olson says of the partnerships. “It’s beautiful how it all works out. We’re giving (customers) something they don’t have or hadn’t thought of. It’s a win-win for both of us.”
Bever Landscaping has been partnering with Mosquito Squad of Minnesota since the beginning. Landscape designer Jim Bever Jr. says the designers try to make the most out of the customer’s landscaping project, and don’t want the space going unused if a family is plagued with flying pests. If the customers plan on spending a lot of time outside, Bever will immediately suggest Mosquito Squad’s services.
“We try to blend (Mosquito Squad) right into what we do with our landscaping,” Bever says. “It is a nice added feature so you can extend your time outside and enjoy the landscaping or lighting that you just spent money on. It’s that added value they’re looking for.”
Bever says the response from customers has been positive.
“They’re thrilled that they’re not getting eaten away out there,” he says. “Overall they’re very pleased and satisfied that they can enjoy the outside and not the inside when it’s beautiful outside.”
Certification requirements
Everyone involved with the Mosquito Squad franchise must get licensed in the state it’s practicing in. Olson and Jundt work with the Minnesota Department of Agriculture, and everyone on staff has a license. They must be trained on how to store, handle and dispose pesticides. There are also rules about how to notify surrounding locations that treatments are to be made and when notification is necessary.
“There is some background work before heading out (on site),” Olson says. “It’s very necessary to keep regulatory control in the industry, for everyone’s safety.”
In 2008, Mosquito Squad was bought by Outdoor Living Brands and joined Outdoor Lighting Perspectives and Archadeck as an outdoor living powerhouse. Olson says the new family of franchises has provided great advice for his individual franchise.
“Coming in early, we were able to help develop the company and the best practices for our procedures which are used today across the company,” he says. “(Outdoor Living Brands) is able to provide a tremendous amount of support for marketing and web development. It’s all the things you look for in a franchise.”
Smaller Steps
If starting a franchise isn’t practical, there are manufacturers out there that provide materials as a simple add-on option for businesses.
CareFree Lawn Sprinklers near Chicago chose to add mosquito misting services to its already successful irrigation company. Jim Lawler, co-owner of CareFree, says that when the economy took a turn for the worse a few years ago, he knew approaching something new could only help his 24-year-old business.
“This was a natural item for our clientele,” Lawler says of misting. “People had spent a lot of money on their backyards, and they want to be able to enjoy them year-round.”
Lawler and co-owner Mike Strick did some research, knowing that there would be specific licensing they would have to go through to handle pesticides, and ultimately decided on using MistAway Systems, a manufacturer of products that also provides industry education.
“MistAway Systems was very helpful. They (didn’t) try to sell you a franchise, and they provide all the education you would get through a franchise, while walking you through a business model,” Lawler says.
At first, those at CareFree were just as skeptical as their customers of mosquito services.
“I installed the system at my house one year before we went public, and we were completely floored with the results,” Lawler says. “We know we can do sprinklers, but we didn’t want to roll something out to our customers if we didn’t believe in it. And the proof is in the pudding, as they say.”
After two years of installing misting systems, CareFree has branched out from just approaching existing customers through e-mail blasts and billing inserts and now has advertisements on the back doors of its 30 service vehicles. It also has a presence at local home improvement fairs.
“It didn’t set the world on fire,” Lawler says of CareFree’s first years with the service. “But there’s been considerable growth. There’s a big education curve with the public, but once they figure out what it is, it’s pretty well accepted.”
The author is a freelance writer based in Kent, Ohio.
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