Field notes

Notes from behind the doors. Written by operators.

How D2D companies and the sales orgs that launch them actually run: the systems, the handoffs, the pay and the rules.

Systems · October 30, 2026

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Systems
· 7 min readPre-service cancellations in D2D pest controlThe most expensive cancellation in D2D pest control happens before a tech ever shows up. It's a systems problem, and it's mostly fixed before the rep leaves the porch.
Compliance
· 7 min readUtah's solar retailer law: registration, bonds and the W-2 ruleSince July 1, 2026, a solar retailer can't operate in Utah without registering and posting a bond. The quieter rule is bigger: every sales rep, setters included, has to be a W-2 employee.
Starting a D2D company
· 8 min readThe systems a new D2D company needs in its first 90 daysMost new D2D companies buy a canvassing app and a CRM in month one and connect nothing. The first things to break aren't sales. They're the handoff after the signature and the money owed to reps.
Launching a brand
· 7 min readOpening brand two: the back office playbook for D2D sales orgsThe second brand rarely fails on recruiting. It fails because the back office was copied by hand from the first one, with every shortcut included.
Systems
· 6 min readYour canvassing app is not your CRMCanvassing apps are built for reps at the door. The trouble starts when a company treats one as the system that runs the account after the signature.

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