Rollins (ROL) investor relations material

Business overview and growth

• Over 24 years of consecutive growth, with a resilient recurring revenue model and industry-leading margins, primarily in pest control services for residential and commercial clients.

• Growth has persisted through economic downturns, with 96 straight quarters of expansion and a capital-light business model.

• Recurring revenue comprises 75%-80% of business, with ancillary services at 10%-15% and one-time services making up the remainder.

• Significant untapped market opportunity exists, with only 15% household penetration in the U.S.

• Acquisitions contribute 2%-3% to annual revenue growth, with a robust pipeline due to a fragmented market of 30,000+ competitors.

Operational and cultural transformation

• Modernization initiatives include strategic programs for growth, margin improvement, and back-office efficiency.

• Adoption of CPI-plus pricing ensures compensation for the essential nature of services.

• The "Rollins Way" emphasizes teamwork, customer impact, and safety, with investments in safety technologies for technicians.

• Structured technician training and leadership development foster consistency and accountability across 20,000+ employees.

• The Co-lab initiative enhances collaboration and best practice sharing across brands, reducing customer churn.

Revenue drivers and market dynamics

• Growth strategies focus on expanding customer count, reducing churn, and increasing ancillary service penetration, especially outside the Orkin brand.

• Cross-sell opportunities are significant, as most customers use fewer than two services out of a broad portfolio.

• Commercial segment offers higher growth and lower churn than residential, while termite and ancillary services are highly recurring and sticky.

• Weather disruptions impact one-time and ancillary business, but recurring revenue remains resilient; Q1 2026 expected to be challenging, with March as a key month.