Organization / Footprint  Founded in 1986  Headquartered in Charlotte, NC  1080 employees in 31 offices  More than 60,000 clients  Acquired the commercial business of Integrated Pest Management, Inc. (IPM), in Oct  Regional offices in: o Charlotte, NC o Houston, TX o Milton, Ontario o Orlando, FL o Phoenix, AZ o San Diego, CA o Washington, DC

Revenue & Service Mix  7 th largest PC provider in U.S. by 2013 revenues ($130M; increase in revenue, but down from 6 th place in 2011).  “Specialized Brand Protection Services” – Includes audits, consulting, training, customer experience management and pest prevention.  Steritech’s AuditReady ® Pest Prevention Program meets the standards of government regulation and third-party audits, including GFSI audits such as SQF, BRC, and FSSC2000.  Pest management services are 100% commercial.

What Makes Them Differen t  Commercial only. Pest control small part of total service mix.  Positioning: “Brand protection services”  Strong positioning as food safety expert. o Several food safety-related services beyond pest control. o Packaged PC programs geared toward food safety and quality audit compliance.  Use “pest prevention” exclusively in their messaging (vs. management or control).  No codified guarantee on website. Only: o “Zero Tolerance ® is our industry changing approach to pest prevention. It means that we do not tolerate pest infestations of any kind, under any circumstances, for any reason. Guaranteed.”

Branded Services SleepEasy ® Bed Bug Program  Beginning in 2010, SleepEasy ® Thermal Chamber uses high-heat method to kill bed bugs in all life stages.  “Say goodnight to bed bugs in as little as 24 hours. Guaranteed.” AuditReady TM Pest Prevention  Launched Fall 2009  Benchmarked against food safety and audit standards  “…to ensure your facility is pest- free.”

Branded Services  Developed in early 1990s  IPM by another name  No specific restrictions on chemical usage or selection  Earned EPA PESP certification (hard to earn) EcoSensitive ® Pest Prevention  Original pest control service offering  In Dec. 2008, announced service was benchmarked to GFSI standards to be SQF and BRC compliant. Zero Tolerance Pest Prevention ® OnBrand Mobile Technology ®  Similar to PowerTrak, but more capabilities  Can capture data for inspections or audits of ANY kinds, not just pest control  Customizable dashboards, reports, etc.

Marketing Mix Advertising/Earned Media  Minor presence in trade media  Some product advertising Tradeshow  Food Safety Summit  National Restaurant Association show  Northwest Food Manufacturing & Packaging Expo  International Hotel, Motel & Restaurant Show ® Social Media  Active Twitter profile with tiny following (397 as of 1/23/15; launched Feb. 2009)Twitter profile  LinkedIn page for job postings and to drive traffic to website LinkedIn page  YouTube channel – began posting again in 2015, but with extremely low views YouTube channel Steritech booth at IHMRS 2013

Where We Encounter Them Seen most often in highly regulated environments:  Food/Bev Processing  Health Care  Pharma

Orkin Field Perceptions of Steritech Small but tough competitor, especially in the food industry.  “Best known for how they position themselves in brand protection and food safety. Seen as subject matter experts.”  “Most prevalent in foodservice locations. Possibly developing strategy to penetrate hospitality too.”  “They are small but have leveraged their health and safety inspection capabilities into business.”

Implications for Orkin Marketing & Sales  Orkin Account Managers must be knowledgeable about food safety standards and regulatory climate to compete with Steritech’s obvious expertise in the food supply chain.  To counter Steritech’s specialty position, Orkin should emphasize: o Exclusive focus on pest control o Depth of expertise that comes with it o Deep client roster o Deep experience protecting audited facilities  Steritech has more potential “hooks” into the customer via its multiple products and services beyond pest management.