How Much Do Pest Control Business Owners Actually Make?

So, you want to know the real numbers behind a pest control business owner’s salary.

Maybe you’re thinking about starting your own pest control company. Or maybe you already have one. Now, you’re wondering, am I making what I should be?

You’re not alone. Many pest control owners ask the same question. They put in the hours, juggle the work, and deal with the pressure—but how much of their profits should they actually be keeping?

We’re here to help you answer that question.

In this article, we’ll break down the average pest control business owner’s salary, which factors affect your pay, what costs cut into your profits, and how you can increase what you take home.

So, how much do pest control owners really make? Let’s find out.

Survey of Pest Control Business Owner Salaries (Low, Average, High)

When it comes to pest control business owner salaries, the numbers can vary a lot. That’s not a bad thing. It just means context matters.

Still, if you’re thinking about the future—or deciding how much to grow this year—it helps to have a ballpark. Let’s look at what owners are earning.

National Averages

How much does a pest control business owner make on average? It depends on how your business is set up.

On average, an owner’s salary can range from below $70,000 to well over $100,000 per year.

Here’s what the data shows:

According to Glassdoor, pest control business owners report total compensation between $66,000 and $102,000, with a median of $82,000. That includes base pay, bonuses, and profit sharing.
Indeed reports that the average income for small business owners (in all industries) is around $117,320 per year, with about $110 in annual profit sharing. While this isn’t specific to pest control, it gives a general idea of small business earnings in the US.

Remember, though, that online salary databases only tell part of the story. They often miss real-world nuance, like whether the owner is still in the truck every day or if they’ve stepped back to manage the team.

Real-World Benchmarks from the Field

From internal industry benchmarks and actual pest control companies, here’s a clearer picture of what an owner might earn:

A business with three employees might bring in around $480,000 and net $72,000 in profit. That’s your owner’s salary.
A company with four techs could generate $640,000 and bring in $96,000 in profit.

Of course, how much you actually pay yourself depends on how you run your business. Some owners reinvest most of the profit. Others pay themselves a fixed salary and draw more if the company does well.

And a few important points to factor in when it comes to salary:

Commercial pest control work tends to bring in more money per job—and better margins—than residential.
Established businesses with loyal customers often spend less on marketing, which boosts profits.
High-cost states may lead to higher earnings but also higher expenses.

Influencing Factors

Why do some pest control owners earn more than others? It’s not luck. It usually comes down to how the business is built and run.

Here are the top factors that affect your pest control business owner salary, ranked from most impactful to least.

1. Business Size

It should come as no surprise that bigger businesses yield bigger paychecks. In pest control, that means more techs and more routes equal more revenue.

For example, based on industry benchmarks, a team of five techs may bring in $800,000 annually. At a 15% profit margin, that’s around $120,000 in owner salary.

If you can grow your team and stay efficient, your income goes up.

2. Owner’s Role: In the Field or the Office?

Are you still suiting up and spraying houses? Or are you managing from the office, driving growth, and optimizing the schedule?

Owners who step out of the truck and into a leadership role often earn more. Why? Because they spend time on hiring, systems, sales, and retention—all things that help the business grow faster.

3. Recurring Revenue Model

One-time jobs are fine. But building recurring routes means steady income.

Monthly or quarterly service contracts give you a reliable cash flow. That means less stress and faster growth, because you’re not starting from scratch every month.

4. Commercial vs. Residential Work

Commercial clients tend to be more profitable. They pay more, stick around longer, and cancel less.

A business that’s 60% commercial and 40% residential will usually out-earn one that’s mostly residential.

5. Location and Market Demand

Where you’re located matters.

For instance, a pest control company in California will bill more per job than one in Missouri. Why? Higher cost of living, higher service rates, and year-round pest pressure. And that often means more demand, too.

Also, check the competition. Less crowded markets can mean more room to grow.

6. Efficiency and Routing

How well do your routes run? If your techs are crossing town all day, you’re burning fuel and losing jobs.

Tight routes mean more stops and less gas, which means better profits. Owners who use GPS tools and route optimization software get more stops in fewer miles.

7. Reputation and Referrals

A strong local reputation brings in new customers for free.

Good service, great reviews, and quick responses help you stand out. Over time, referrals can become your best (and cheapest) marketing tool.

8. Seasonality Management

Winter slowdowns can be tough, but smart owners plan ahead by doing things like:

Offering add-on services like rodent control or insulation

Locking in prepay deals before winter hits

Starting to book spring jobs early

This keeps income steady and crews busy when things slow down.

Costs Associated with Running a Pest Control Business

Let’s say a customer pays you $150 for a pest control service. That money doesn’t go straight into your pocket.

It pays for your tech’s time, the fuel to get there, the product used on-site, and even the software that scheduled the job. Only what’s left over—your profit—can go toward your pest control business owner salary.

That’s why managing expenses is key. The formula is simple:

Revenue – Expenses = Profit
Profit = Owner’s Salary Fund

So, the lower your costs, the more you keep. But not all expenses are the same. Some are steady. Others change a lot. And some can quietly eat into your earnings if you’re not watching them.

Here are the main types of expenses to know:

1. Fixed Expenses

Fixed costs are the bills that stay mostly the same each month, no matter how many jobs you book.

Examples:

Truck payments or leases
Business and vehicle insurance
Office rent (if you’re not working from home)
Software tools like your CRM or billing system

Impact on salary: Medium to large

2. Variable Expenses

Variable costs rise and fall with your workload. More jobs mean more expenses—but also more revenue. The goal is to keep these in check.

Examples:

Chemicals and treatment products
Fuel for vehicles
PPE and safety supplies

Impact on salary: Large

3. Labor Costs

If you have employees, this is probably your biggest expense. That includes wages, taxes, insurance, and benefits you offer.

Examples:

Pay for techs or office staff
Payroll taxes
Hiring, training, and onboarding

Impact on salary: Very large

4. Overhead Costs

Overheads are the support costs. These aren’t tied to individual jobs, but they keep your business running.

Examples:

Marketing (ads, flyers, promos)
Office supplies and internet
Business licensing and continuing education

Impact on salary: Small to medium

5. Equipment and Maintenance

When your gear breaks, you fix it or replace it. These costs come up from time to time, but they’re essential for keeping things moving.

Examples:

Truck repairs
Sprayer and other tool maintenance
Replacing tools or upgrading equipment

Impact on salary: Medium

How to Maximize Salary

Here’s the good news—your salary isn’t fixed. You can grow it.

As a pest control business owner, how much you take home depends on how well you increase revenue and manage expenses. Below are simple, proven ways to raise your income without burning out.

Increase Leads

You can’t close jobs if the phone’s not ringing. Leads are the starting point for sales.

A lead is anyone who calls, emails, fills out a form, or walks up to your booth at a local event. But leads only matter if they turn into customers. That’s where conversion rate comes in.

Conversion rate = (number of jobs booked ÷ number of leads) × 100

Say you get 100 leads this month. If 25 book services, that’s a 25% conversion rate.

More leads = more conversions = more booked jobs = more profit = a higher salary.

How do you get more leads?

Run Google Ads for searches like “pest control near me”.
Ask happy customers for referrals.
Team up with local realtors and property managers.
Drop flyers in dense neighborhoods.
Keep marketing, even when you’re busy.

Reduce Costs

Every dollar you don’t spend is a dollar you keep. It’s not about cutting corners but getting smart with your money. Here are a few ways to do that:

Try cheaper alternatives:

Buy chemicals in bulk.
Use a fleet fuel card.
Switch to a pest-specific CRM that costs less.

Cut what you don’t use:

Drop extra tools or duplicate software.
Cancel unused subscriptions.
Trim tech you no longer need.

Be more efficient:

Streamline morning routines so techs aren’t wasting time loading gear on-site.
Pre-pack supplies and chemicals the night before to reduce delays.
Create tighter daily routes so techs spend less time driving and more time working.
Set clear service windows to avoid missed appointments and rescheduling
Use dashboards or mobile apps to track jobs and reduce back-and-forth calls

These small changes can add up to big savings, and potentially an extra route each month without adding staff.

Use Investors (If It Makes Sense)

Bringing on investors can help you grow faster. They give you funding in exchange for a share of your business. You can use the money to do things like buy more trucks, hire more techs, and launch marketing campaigns.

The tradeoff is that you give up some equity, but your slice of a much bigger pie can still be worth more.

Just be smart about it. Get everything in writing and talk to a lawyer.

Leverage Pest Control Management Software

Good software saves time, reduces mistakes, and boosts profits. Here’s what a smart pest control platform can do for your bottom line:

Automate scheduling to avoid wasted time.
Optimize routes to save gas and increase daily stops.
Track chemical use to stay compliant and avoid waste.
Simplify billing for faster payments.
Monitor performance to see what’s working and what’s not.

RELATED ARTICLE: 8 Ways To Maximize Your Pest Control Income

Next Steps to Boost Your Take-Home Pay

By now, you’ve got a solid answer to the big question: how much does a pest control business owner make?

Now it’s time to take control—and increase your salary.

Here are six smart ways to start today:

Review your profit margins. Look at the last three months. Are you earning at least 15% net profit? If not, dig into your numbers and find the leaks. (Try this calculator to help you get started.)
Audit recurring expenses. Go through your bank and credit card statements. Highlight subscriptions, software, and tools you no longer use. Cancel or renegotiate where you can.
Map your current routes. Check for extra drive time or gaps between jobs. Even a few tighter routes can mean more stops (and more money).
Track lead sources. This month, write down where each lead came from and whether they booked. Double down on what’s working. Cut what’s not.
Promote your top earners. Write down your top 10 most profitable services. These are the ones that take less time, cost less, and bring in strong revenue. Focus your next marketing campaign around them.
Delegate one task. Are you still spraying, billing, or chasing no-shows? Pick one task to automate or hand off this month. Start freeing up your time to grow the business.

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