5 Questions with Joseph Latino

1. Isn’t ATAHC a program for bed bugs?

ATAHC started as a bed bug-specific program, but it worked so well, we expanded into a more comprehensive, proactive strategy to control not only bed bugs, but also roaches, rodents and other public health nuisance pests. Pest Management Professionals (PMPs) have a great opportunity to build their businesses with affordable housing clients by implementing this new, comprehensive program, ATAHC Complete.

2. Do I need to use specific products?

When implementing ATAHC Complete, you’re not locked into a specific set of products. The program is built around principles, not brands. However, the comprehensive approach does include a protocol with specific classes of pesticides. After thermal treatment, PMPs use desiccant dust, bi-functional insecticides, gel baits, tamper-proof rodenticide bait stations, crack and crevice tools, and our active mattress liner, ActiveGuard®. This flexibility allows PMPs to use materials they are most confident will get the job done.

3. How do I make money?

A common question we get is, “If ATAHC is that effective, won’t I lose retreatment dollars?” In reality, it shifts the revenue model from reactive treatments to preventive, quarterly services with inherent, renewable income. PMPs benefit from providing a sustainable approach targeting the most challenging pests in this environment, while delivering results. In addition, ATAHC is building-wide, so the number of units alone increases revenue, as opposed to one-offs. And when you do what is in your clients’ best interests, and you solve their problems, you have clients for life.

4. How can you ensure residents will open the door?

Access issues may be the most formidable challenge in affordable housing. Residents may refuse entry for inspections or treatments, which can derail control efforts. ATAHC addresses this by emphasizing education and partnership with property management. We put time, energy and thought into how we can facilitate entry, including hiring residents as liaisons to help facilitate dialogue with residents. Clear communication around needs and expectations, along with proper notification procedures, goes a long way. Most importantly, for PMPs, that onus is on us. We handle it.

5. What can I do to convince property managers to implement ATAHC?

Convincing property managers to adopt ATAHC requires a paradigm thinking shift. Reactive pest control may seem cheaper in the short term, but it often leads to higher long-term expenses, tenant dissatisfaction, and potential liability. I must again echo Ben Franklin, ‘an ounce of prevention is worth a pound of cure.’ Instead of playing whack-a-mole as pests travel from unit to unit, you execute a proven program that reduces infestations property-wide. You have to put yourself in management’s shoes and help them consider the risk-benefit ratio. Property managers do care about pest control, but they are incredibly busy with all facets of building management. ATAHC Complete frees up their time to solve other non-pest problems and address other issues and resident concerns.