Did last summer s headlines grab your attention? Did the threat of West Nile. Take a Bite out of the. Growing Mosquito Market 68% YES

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1 ADVERTORIAL WHITE PAPER Mosquito Management: A Market Opportunity Increase Your Revenue with Mosquito Control Solutions from Zoëcon. Inside: Taking a Bite Out of the Mosquito Market Culex Mosquitoes: Public Enemy #1 The Growing West Nile Virus Threat Customer Education is Key to Success Sponsored by Zoëcon Professional Products Tools of the Trade

2 Take a Bite out of the Growing Mosquito Market As protectors of public health, the time is right for PMPs to play a more prominent role in the country s mosquito abatement efforts. Did last summer s headlines grab your attention? Did the threat of West Nile virus prompt customers to call with questions about the potentially deadly disease and to request a mosquito service for their home or business? If you answered yes to one or more of the above questions, you aren t alone. According to a survey from mosquito product supplier, Zoëcon Professional Products, 34 percent of pest management professionals indicated they predict the mosquito management market to grow in The explosion of West Nile virus across the United States in 2012 (see related story on page 6) certainly impacted the industry s optimistic outlook, but mosquito control has moved beyond removal of a nuisance pest and into a critical public health function; a function pest management professionals are perfectly positioned to leverage for the benefit of their customers and employees, in addition to their business. A MARKET OPPORTUNITY Do you include mosquito control services in your company s offerings? 32% 68% YES (Source: Zoëcon PMP Survey, 2012) NO Mosquito Management 2 Zoëcon/Central Life Sciences w h i t e paper

3 Why Add Mosquito Services? When considering a new service offering, PMPs often look at the following metrics to determine if the service is a good fit for their operation: What is the level of consumer demand for the service? What price level are consumers willing to pay for the service? What impact will adding the new service have on my technician training programs, product and equipment expenses, and route scheduling process? Is this is a sustainable service or a short-term offering? Securing the answers to these questions and evaluating the data is critical to the success or failure of launching a new service, particularly one as potentially lucrative as mosquito control. Homeowners have always had issues with nuisance mosquitoes and the extensive media coverage of last year s West Nile virus outbreak certainly heightened awareness of this pest, says John Neberz, business manager, Zoëcon Professional Products. From conversations with our customers and research, we believe there is a growing opportunity for mosquito control work. Neberz says PMPs considering expanding into the mosquito control market need to focus on educating their technical and service staffs on the nuances of this pest. Pest professionals have to equip their entire organization with sufficient education about the biology and behavior of mosquitoes, he says. Companies also have to equip their technicians with the right products and training to get the job done. Doug Van Gundy, senior director of research and development at Zoëcon Professional Products, says PMPs can pro-actively promote their mosquito control service based on the increased awareness of the dangers these pests pose. Promoting the fact that they can prevent and protect customers from mosquitoes, not in a sensational way, but in a responsible way, is definitely something worthwhile talking about, he says. Being able to say you can reduce mosquito populations and enhance the quality of the environment around their home or commercial business is a real advantage. John Neberz, Zoëcon Professional Products Preparing For Mosquito Work Once a pest management professional decides mosquito control is part of their service offerings, they need to prepare their technicians. Zoëcon s Van Gundy says technician training is needed to ensure an effective mosquito control treatment is delivered for the customer. The key for the technician is knowing where and how to apply the materials, and what to look for when conducting the inspection of the property, he says. Learning the ins and outs of mosquito control techniques is something an experienced technician will be able to do with relative ease, says Van Gundy. They will need to know how to use a larvicide, what to expect after they apply the product, and how to explain the service to the customer. Large areas of standing water, catch basins and other areas that fill up with water after a rainfall are prime mosquito breeding sites and thus must have a larvicide like Altosid applied to prevent mosquito development. Environmental factors play an important role in the life cycle of the mosquito, says Van Gundy. Anything that consistently has water in it saucers, bird baths, potted plants, landscaping water features, outdoor pet water bowls, old tires are potential mosquito sources. Educating the customer on the mosquito control program they have purchased and setting expectations before and after the treatment are also important components to any service. During the initial survey technicians should point out potential mosquito breeding areas and recommend corrective action. This can include everything VALUABLE ADD-ON SERVICE Is mosquito control a primary service that is requested from your customers or do you find it to be an add-on service when you are treating other infestations? (Source: Zoëcon PMP Survey, 2012) Customers specifically call us for mosquito control services. 40% 60% Customers call us for other services and end up requesting mosquito treatment. Mosquito Management 3 Zoëcon/Central Life Sciences w h i t e paper

4 from trimming overgrown shrubs and trees that allow excessive moisture build up to removing old tree stumps a favorite breeding site for mosquitoes. We have our technicians keep an eye out for conditions conducive to mosquitoes early in the year while they are performing their regular service, says Steve Woodruff, regional manager for Orkin in North Texas and Oklahoma. We want to be pro-active and educate customers about the mosquito services we provide. Woodruff says Orkin branches in the North Texas region that includes Dallas, the epicenter for last year s West Nile virus outbreak, start thinking mosquitoes in January with additional technician training, checking of equipment and adjusting route scheduling to accommodate mosquito renewals and adding new customers. Being aware of the physical challenges you will face such as koi ponds, wind drift, areas of excessive moisture and landscape features must be factored into the equation when a technician develops and delivers a mosquito treatment, says Woodruff. For Arrow Exterminators of Atlanta, Ga., the process for gearing up for mosquito season starts early in the year as well. Mosquito season can run eight months out of the year so we are getting ready for next season not long after the previous one wraps up, says Charlie Jones, senior vice president of operations for Arrow. We always reinforce the key elements of mosquito control including insect biology and behavior, how to conduct a thorough initial inspection, and how to effectively communicate with customers about the service. Arrow, which has 70 service centers across nine Southeastern states, has dedicated mosquito technicians in some of its larger service centers that handle nothing but mosquito work during the season. In its smaller service centers, technicians perform the work along with their regular pest control service. Marketing Mosquito Services PMPs are, first and foremost, protectors of public health and mosquito management fits squarely into that category. With cutbacks in government funding looming at every fiscal cliff, the opportunity exists for the pest management industry to gain new customers. When marketing mosquito control services, pest professionals need to remember this pest is different from the traditional rodent, cockroach or ant services they perform on a daily basis. The difference is literally in the flighty behavior of this annoying pest. You can treat a property but if two doors down there is another breeding site you were unaware of, you can have mosquitoes migrate down to the recently treated yard and the customer wonders what happened, says Neberz. Focusing on the unique skills, effective products and technical experience your company can provide to customers is the banner pest management professionals should fly under when marketing mosquito control services. Being able to say you can reduce mosquito populations and enhance the quality of the environment around their home or commercial business is a real advantage, says Neberz. The vast majority of Arrow Exterminators mosquito clients also purchase general pest or termite services from the company. This gives the company a cross-selling advantage for those customers seeking relief from this notoriously aggressive pest. We stress that we are helping take your yard back from mosquitoes, says Jones. We can t promise mosquito elimination but will be able to reduce the population down so customers can enjoy their backyard again without getting eaten alive. Orkin s Woodruff says they rely heavily on their technicians working with customers to add mosquito services. We do send out direct mail efforts before the season starts but the one-to-one interaction our technicians have with customers is very effective, says Woodruff. Our technicians know the account and the customers, and since they will be the ones performing the mosquito treatment, it makes for a good fit. Woodruff says last year s extensive media coverage of West Nile virus did move the needle on sales. Customers know the threat is there but it is important not to overhype the situation or unnecessarily scare customers, says Woodruff. We are selling mosquito control services, not mosquito elimination services. This approach requires patience but we have seen consistent growth year-to-year. Arrow s Jones also says last year s West RESIDENTIAL SERVICE MOST POPULAR For what type of account do you receive the most requests for mosquito control services? 71% 29% (Source: Zoëcon PMP Survey, 2012) Residential accounts Commercial accounts Mosquito Management 4 Zoëcon/Central Life Sciences w h i t e paper

5 Public Enemy #1 Of the 30 to 40 mosquito species in the United States, one stands out from the rest the Culex variety since they are primary vectors for St. Louis encephalitis and West Nile virus. Here are some vital facts on this most unwelcome pest: Culex mosquitoes prefer to breed in water that is high in organic matter content contained in artificial containers, rain barrels, catch basins, storm sewers and drains. Culex mosquitoes breed well in very hot conditions and reproduce rapidly. Culex mosquitoes can complete development in as little as 10 days to two weeks; the heat contributes to the shortened incubation period. Adult Culex mosquitoes will readily enter structures and are aggressive biters when searching for their next meal. Culex mosquitoes feed extensively on birds. Culex mosquitoes are most active at night and rest during the day. Source: PCT Technician s Handbook, 4 th edition Nile virus outbreak made the phones ring and that he anticipates another active mosquito season this year. We have had a rainy winter with lots of standing water, says Jones. We are already treating customers homes in anticipation of the warm weather. Getting The Job Done The product technology to manage mosquitoes has evolved to keep in step with the needs of pest management professionals and their customers. The use of adulticides in treatment protocols and larvicides to prevent future generations of mosquitoes from developing are essential, according to Neberz. Zoëcon Professional Products markets a diverse product line that features both granular and liquid formulations for use in virtually any scenario. The company s mosquito management portfolio features: Altosid Pro-G (larvicide/mosquito growth regulator) Altosid 30-Day Briquets (larvicide/mosquito growth regulator) Zenivex E4 (adult mosquito control) Mavrik Perimeter (a broad spectrum outdoor foliage treatment for occasional invaders including mosquitoes) When a technician goes out to survey a customer s property for a mosquito job, he or she needs to identify where to use the larvicide and what areas contain resting adult mosquitoes including bushes and shrubbery, says Neberz. For larval control, Altosid Pro-G and Altosid 30-Day Briquets can be used anytime there is standing water. If a homeowner lives adjacent to a swampy area, catch basins or a body of water, or if there s flooding on the property or a bird bath, rain gutters, anything on the property that could collect water, Altosid formulations are the product of choice for larval control. Because of its long track record of success, pest management professionals can have confidence that if applied properly, Altosid larvicide is going to be effective, says Van Gundy. For control of adult mosquitoes, Mavrik Perimeter, a quick knockdown, broad spectrum perimeter product, or Zenivex E4, a ready-to-use product that doesn t have to be mixed and can be dispersed in fogging units as a spray, are solid choices for outdoor perimeter work in both residential and commercial properties. Zenivex adulticide is a valuable addition to a pest professional s mosquito control tool box, says Van Gundy. It has a low use rate, doesn t require a synergist to be effective and pest management professionals will use less product to gain control of adult mosquitoes a real plus. Zenivex adulticide also has a favorable toxicity profile giving pest professionals and their customers peace of mind. The advantage PMPs gain when using Zoëcon s lineup of mosquito management products is flexibility. A residential program using Altosid Briquets for larval control and Zenivex adulticide or Mavrik Perimeter for bushes and shrubs around the perimeter of the home to control adults is the way to go, says Van Gundy. THE WEST NILE VIRUS EFFECT Do you foresee an increase in mosquito control service requests in 2013 due to the West Nile virus outbreaks in 2012? (Source: Zoëcon PMP Survey, 2012) NO UNSURE 7% 19% 74% YES Mosquito Management 5 Zoëcon/Central Life Sciences w h i t e paper

6 The West Nile Threat According to the Centers for Disease Control and Prevention (CDC), in 2012, 48 states reported West Nile virus infections in people, birds, or mosquitoes. In those states, there were a total of 5,387 cases of West Nile virus disease in people, including 243 deaths, according to data from the CDC. The 5,387 cases were the highest number of West Nile virus disease cases reported to CDC since This demonstrates the need for pest management professionals to be more vigilant in talking with customers about a pro-active approach to mosquito management for their property to prevent this potentially deadly disease from threatening their family. Texas leads the way with a third of all reported cases taking place in the Lone Star state. Other states where the West Nile virus has made a significant impact include: Texas 1,739 cases (76 deaths) California 451 cases (16 deaths) Louisiana 335 cases (16 deaths) Illinois 282 cases (10 deaths) Mississippi 249 cases (5 deaths) South Dakota 203 cases (3 deaths) Michigan 202 cases (14 deaths) Oklahoma 187 cases (12 deaths) Nebraska 186 cases (4 deaths) Colorado 131 cases (4 deaths) Arizona 125 cases (2 deaths) Ohio 121 cases (7 deaths) New York 107 cases (7 deaths) Customer Education Critical Pest management professionals can help reduce a customer s chance of having a mosquito infestation with a comprehensive treatment program but also with some good advice. The cornerstone to any successful mosquito prevention or management program is reducing standing water where mosquitoes can lay their eggs and breed. Here are some easy-to-apply suggestions pest professionals can share with their customers to help stem the tide of mosquito infestations: At least once or twice a week, empty water from flower pots, pet food and water dishes, bird baths, swimming pool covers, buckets, barrels, and cans. Check for clogged rain gutters and clean them out. Remove discarded tires and other items that could collect water. Be sure to check for containers or trash in places that may be hard to see, such as under bushes or under your home. Plug tree holes, a common breeding site for some species of mosquitoes. Turn over large items that commonly collect water in yards such as canoes, wheelbarrows and kiddie pools. Fix leaky outdoor faucets and make sure lids on trash cans are secure. Source: Centers for Disease Control and Prevention Mosquito Management 6 Zoëcon/Central Life Sciences w h i t e paper

7 Tools of the Mosquito Management Trade Did you know that just one bite from an infected mosquito can transmit the deadly West Nile virus or diseases that carry encephalitis? Zoëcon Professional Products offers pest management professionals a wide spectrum of tools to eliminate mosquitoes before they become a nuisance and potential health threat to consumers. Zoëcon s product lineup includes Altosid Pro-G and Altosid 30-Day Briquets featuring the active ingredient (S)-methoprene, a proven insect growth regulator. Both products provide residual control in standing water and have low risk for adverse effects on humans, pets, animals, fish or vegetation. The lineup also includes the pyrethroid-based Mavrik Perimeter and ready-to-use Zenivex E4 RTU. Altosid 30- Day Briquets The Altosid 30-Day Briquet provides a convenient, nohassle solution to managing troublesome mosquito populations before they become a problem for customers. Each pack contains 100 Altosid Briquets, giving pest professionals the flexibility to treat a variety of standing water sites where mosquitoes can breed. Another attractive aspect of the product is that you don t have to worry about the hassles of ongoing maintenance; a single application provides consistent, slow release control with one briquet per 100 square feet of surface area. Application Sites Bird baths Atrium areas Retention ponds Industrial and office parks Ornamental ponds and fountains Gutters Water gardens Rain barrels Pool covers Puddles Horse troughs and other animal drinking water receptacles Altosid Pro-G Insect Growth Regulator This insect growth regulator (IGR) targets and kills mosquito larvae before they can develop into adults, and curtails the spread of breeding, biting and disease spreading mosquitoes. The product, which comes in an easy-to-use shaker bottle, offers an economical, extended control solution for pest management professionals and their customers. Altosid Pro-G kills mosquito larvae before they can develop into troublesome adults. One application provides control for up to 21 days, without adversely affecting people or pets, and gives your customers another line of defense against these pests. Application Sites Bird baths Flowerpots Ornamental fountains Gutters Water gardens Rain barrels Pool covers Puddles and other standing water Horse troughs and other animal drinking water receptacles Mavrik Perimeter Mavrik Perimeter is a broad spectrum pyrethroid featuring the active ingredient tau-fluvalinate that controls an array of pests that infest areas around the perimeter of residential and commercial buildings. It targets mosquitoes as well as other frequently encountered perimeter pests such as ants (including fire ants), spiders, ticks, springtails and cockroaches. Pest professionals can apply the product on outside surfaces and on the exterior of structures to form an effective perimeter treatment. It will deliver immediate knockdown of target pests, leaves no visible residue or lingering odor, and dried residues are non-toxic to bees. Application Sites Trees and shrubs Flower beds Zenivex E4 RTU The high efficacy and reduced risk, ready-to-use formulation makes Zenivex E4 RTU a smart choice for mosquito management professionals looking for application flexibility. The adulticide formulation contains 4 percent of Etofenprox, a non-organophosphate, non-carbamate, non-ester pyrethroid. The oil-based formulation can be used in a wide variety of ultra-low volume foggers without dilution in hand, ground, or aerial applications. To learn more about the mosquito control products available from Zoëcon Professional Products, contact your distributor or visit Mosquito Management 7 Zoëcon/Central Life Sciences w h i t e paper

8 BRANDS > > > LAUNCH MOSQUITO CONTROL SERVICES WITH ZOËCON With municipal budgets shrinking and vector borne disease a concern, more people are turning to professionals for mosquito control. Applying Mavrik Perimeter, Zenivex E4 RTU adulticide, and Altosid larvicide from Zoëcon Professional Products can control mosquitoes from larvae to adults. For more information about Zoëcon mosquito control and a list of distributors, visit zoecon.com/mosquitoes or call CONTROLS RESULT Always read and follow label directions. Altosid, Mavrik, Zenivex, Zoecon and Zoecon with desigh are registered trademarks of Wellmark International Wellmark International. zoecon.com/mosquitoes Always read and follow label instructions. Central Life Sciences with design is a registered trademark of Central Garden & Pet Company. Altosid, Mavrik, Zenivex, Zoecon and Zoecon with design are registered trademarks of Wellmark International Wellmark International