David Royce

We kind of learned how to run a regional business.

Then it was like, what else can we do if we had tens of millions of dollars to expand?

And so kind of same thing.

We just kept expanding, expanding with Altera.

That was the third company.

No, it was all self-funded.

I was really intent on making sure we had the control to do what we wanted.

Yeah.

Especially like Altera, we went out and got our huge headquarters with the NCAA basketball court and a movie room and golf simulator, ping pong, foosball, that kind of stuff.

Altera.

Yeah.

I was studying Silicon Valley companies trying to figure out like, what are all the cool things that, you know, Google and Meta and Zappos are doing?

And can we bring those in and make pest control sexy?

Because it's not a very sexy industry.

It's hard convincing a bunch of college kids that, hey, you're going to make a ton of money doing this.

And when you walk into a beautiful building and then you have the best training on the planet, it was always about the training for us.

That was my general thesis from the beginning on the sales side.

if the sales reps are truly selling more on average than anywhere else, then you'll be able to grow that consistently.

It's not just about hype or flash or we're the cooler guys to come be with.

And it was so true for us.