Rollins Inc at Robert W Baird Global Industrial Conference Transcript

The following is excerpted from the question-and-answer section of the transcript.

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : Yeah. So I guess I wanted to start just with the modernization efforts because I think in the last few years that's something that's really noticeable. You talked about kind of people and some of the processes you did with the banks on the finance side. That's kind of where you live. I'm just kind of curious. In the business on the operations, there's also been investments over the years. Can you maybe go over through some of the more recent investments to help make your teams more productive in the field?

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : Yeah. That's an important thing. Experienced techs are way more productive and gosh, and the customer service NPS scores that fall out of an experienced tech. Yeah. really, I mean, this is -- what about on the in the routes, any new software for the fleets or anything that's happening there?

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : And you said BOSS is only for Orkin. It's not rolled out on the other? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. NOVEMBER 13, 2025 / 4:50PM, ROL.N - Rollins Inc at Robert W Baird Global Industrial Conference

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : Interesting. It seems like an opportunity to --

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : Interesting. I guess the next thing I wanted to kind of dig into is just the fragmentation of your industry and your consolidation of it. I don't know who wants to take this one. But I just was -- what's the right way for investors to think about the amount of capital you should be deploying or can be deploying on average each year for this?

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : So Ken, how does that break down if you think about the capital allocation pie, investments in the business, M&A, return of capital?

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : I'm just kind of curious. Right now, what you're seeing in terms of the level of competition? Your growth rate, I think you said in the last three years compared to the 20 years was a little faster now, I think, in recent times. Is that a reflection of the competitive environment getting a little bit less competitive, or which way do you attribute that?

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : I want to double click on the cross sell one. I mean this is a thing that's totally in your control, right? You know how many customers you have; you know what they're taking. Can you bring that and make it tangible for me to quantify or box around what the opportunity is there?

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : It seems like mosquitoes are one of those categories that forever kind of lived on the fringe, like kind of a nice to have. Is it becoming more of a need to have for people that because they saw that their neighbor has it now and, boy, was great?

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : What's the penetration opportunity look like on a from a tuck-in M&A, X dollars of revenue, but really you feel like in five years you can make them X plus 1. Like, what is that? What's the embedded organic growth to some of those targets?

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : Talk about commercial pests for a second. I've always liked this business because customer retention rates tend to be even higher. You can really build a relationship and add value in different ways. Can you just talk about how you guys go to market in the commercial pest? How it might be different from some of your competitors?

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : Some of those customer locations are a lot bigger, and we're seeing some of your competitors going to digitizing some of their traps. So they don't have to look at them. I'm just wondering what your opinion on that is? Are you implementing similar things? Do you think that's an opportunity for your company? The idea here is that you're taking labor out by having connected devices tell you where to go and where not to go.

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : So this is stuff that you are doing today where it fits? Do you envision a day where this is the standard in the commercial pest industry?

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : I'm asking.

Question: Andrew Wittmann - Robert W. Baird & Co Inc - Analyst : Got it. All right. Well, unfortunately we're basically out of time here, so I'm going to leave it there. I want to thank you all for coming and please join me in thanking the Rollins team for their time.