David Royce

The average sales rep would sell 70% more with us if they had switched over from another company from the prior year.

And so we kept all those stats and the data just to be able to use as a proof point to people when they were trying to decide whether or not to come on.

So with Altera, kind of same thing.

We did that for another four years, expanded to a couple thousand cities, and then I was like, all right, what do I want to do?

I feel like I'm replicating the exact same thing over and over, and I was getting kind of bored.

And that's the hardest part, right?

The obsession starts to wear a little bit where you're like, I don't know what else really to do here.

And so then I'm like, okay, I'm going to take my right-hand guy, Vess, and put him in as CEO.

I'm going to step back as chairman and founder.

I can just focus on strategy, the things that I was most passionate about.

And then I'll have Vess run the day-to-day.

And yeah, so we did that for another almost, let's see, eight and a half years.

And then just sold that one recently.

So it kind of gives you the steps.

Yeah, it's really the same organization.

That's how I look at it.

Yeah, it was just a different name.

It was like, you can't use the same name because we don't want you using that name to go steal the old customers back, you know, from Terminex, who we sold to.

Oh, geez.

I would say like on average, it was probably 35 to 50% overall.