The Hawk's Nest

Check out the NPE Show!

2012-02-08T09:21:00.000-08:00

To get free tickets to the show, click this link and follow the instructions listed above. Or just send us an email and we'll take care of it for you! See you at the show...

Nite-Hawk Osprey - Sweeping Operation

2012-01-26T12:20:00.000-08:00

If you have any question about the Osprey truck or sweeper operations, feel free to give us a call!

Powerpoint Presentation: All About Sweeping

2012-01-11T11:58:00.000-08:00

Produced by Nite-Hawk Sweepers
For questions regarding the sweeping industry, best business practices or general
information call us at 1-800-448-9364

Raptor Edge Sweeping Performance

2012-01-04T10:38:00.000-08:00

Performance of the Raptor Edge in San Diego, CA

Nite-Hawk Sweepers at Pavement Live Trade Show - San Diego, CA

2011-12-05T10:52:00.000-08:00

Sweeping the parking lot for the crackseal and striping demonstrations!

First day of the show

GIE+EXPO 2011

2011-11-09T09:15:00.000-08:00

Nite-Hawk Sweepers attended and exhibited at the the GIE Landscaping show, on October 26-29th, in Louisville, Kentucky. Check out the video from the show.

How To Adjust Your Nite-Hawk Sweeper Curb Broom

2011-10-18T14:33:00.000-07:00

To extend the life of your curb broom system and avoid costly repairs, follow these simple procedures when adjusting your curb broom:

When making any adjustments, ensure that the unit and broom are on a flat level surface. When checking the broom rotation speed, extension and retraction, be sure to have the power level setting at 100%.

Angle Adjustment
A hydraulic cylinder located along the truck frame operates the broom arm. The broom follows a fixed axis. Adjust the tilt of the broom by using the nut that attaches the motor mount assembly to the curb broom arm. Loosen the nut (fig #1), set proper angle, properly retighten nut. The pitch of the broom is adjusted by using the bolt and nut that attaches the motor mount hinge (fig #2). Loosen the bolt/nut, set proper angle, properly retighten bolt/nut.

Speed Adjustment
The speed of the broom is factory preset, but it can be adjusted using the curb broom relief valve to fit your individual needs. The curb broom relief valve is located on the passenger side of the manifold. Loosen the jam nut on the relief valve and turn the screw counter-clockwise for more speed and clockwise for less. (Note - this relief valve also controls the speed at which the broom extends and retracts)

Turnbuckle Adjustment
The curb broom turnbuckle adjusts how far the broom extends and retracts. Adjusting how far the broom extends also affects how far the broom retracts and vise versa. To extend the broom further, remove the turnbuckle from the curb broom arm, loosen the two jam nuts and spin the turnbuckle counterclockwise and reinstall. To retract the broom further, spin the turnbuckle clockwise and reinstall.

Being Proactive With Your Sweeping Business

2011-09-30T11:28:00.000-07:00

We recently wrote an article featured in the Oct / Nov Issue of Pavement Maintenance & Construction. Check out the full article below!

It's no secretthe economy is tough. The stories arepredominantly the same regardless of where you live. Your customers askyou to do more for less, just as the government is trying to take more of whatyou earn. Some of the largest propertymanagement companies have declared bankruptcy, prompting many contractors towonder if they will ever see the money owed to them. You may be facing the prospects of slimmingdown your work force and breaking the news to employees that depend on you fora living. Things look bleak allover.

But there can be a silver lining around this dark cloud of doom. We believe that the answers are not found inburying your head in the sand and waiting for things to work themselves out. Borrow the title from Rick Page's book,"Hope is Not a Strategy" and take this opportunity and time to beproactive in all aspects of your business. We want to touch on a few strategies that arecrucial to maintaining and successfully growing your business in toughtimes.

Budgeting

A frequentlyasked question we get at Nite-Hawk Sweepers is, "How do we compete in thistough economy against low bidders?" And to tell you the truth, the answer isn'teasy and sometimes there's not a lot you can do. When your competition is willing to sweep forwhat you made 20 years ago in high school working at local fast food joint, itcan be brutal. It's tough not to beperturbed when you are spending 100 hours a week and every cent you have buildingyour business, only to see someone who doesn't know their costs underbid anddestroy the market. You can't stop thetide, but you can mitigate the impact on your business.

Know your costs and limits. You must understand your costs fully tocompete in a tough market. Know yourvariable costs, your fixed costs, and what type of economies of scale you canachieve by expanding your market. Youcan't afford to guess when every dollar counts. Know your margins, set parameters that arecomfortable, and stick to them. You mayfind that knowing all of your costs gives you more flexibility in the pricingof the bids you are placing.

Remember that profitability does notnecessarily correlate with the amount of money a customer gives to yourbusiness. In many cases, smalleraccounts can be highly profitable, while large accounts can cost your company alot to administer, thereby leaving you with a smaller profit margin. Run scenarios with your budget and margins tomaximize your bottom line. Optimize what you have and concentrate onprofitability, not overall revenue.

Marketing

When companiesare looking to save money, one of the first cuts is often marketing. What people can’t see, or don’t see is thatmarketing is an investment in future sales and market share. Remember that new economic conditions, goodor bad, create new opportunities. Lookat your market and evaluate what is the best way for your potential customersto find you. Yellow pages, websites,brochures, ads, flyers, social networking...the list goes on and on.

It is important to remember the marketingyou are already doing. The shirts youremployees wear, the appearance of your office or shop, the condition of the sweepertrucks you operate, and the quality of your service are all forms ofmarketing. They create an impression inthe minds of current and potential customers. If you aren’t creating this impression proactively, then it will occurby default – and you may not like the results.

Create a marketing plan that is simple,clear, concise, and well thought out. Your plan should be a document that guides you through your marketingprogram. It should focus on the objective of your marketing and how you intendto accomplish that objective. Whatever medium you decide to use, it's importantto have a focused strategy to accomplish your goals. Write down a simpleplan, stick to it, review it, and never stop marketing!

Communication

We can’temphasize this enough. As frequently aspossible and practical, make contact with your customers. When interacting and building relationships,strive to understand their business and find ways that you can help them. Property managers are under the samepressures you are to cut costs and save money. Set yourself apart as a service provider. Remind them that opting for the lowest pricedcontractor may be a short term solution with long term consequences. Educate your customers about the sweepingindustry. Does your competition carrythe right insurance? Are they reallydoing the same quality job you're doing, or are they cutting corners? Are they using the proper equipment? Many property managers, if properly educated,will pay a few bucks more to have the job done right.

While keeping in touch with your manycustomers, make sure you are doing it the “right” way. It's important to decipher how your customerscommunicate and tailor your approach, without losing the advantages of makingit personal. One extreme is the tech-savvyentrepreneur that emails and sends text messages, but never makes a phone call- probably a model of efficiency, but losing that personal touch that separatedhim early on from the competition. Haveanything important to say? Don't emailit. Face to face contact is the best way to communicate, followed by a phonecall. Personal contact allows you toread the customer’s reaction and handle any concerns they haveimmediately. Use email for follow-up andconfirmation, not conversation.

In the tougheconomy of today, it is not enough to simply react – you must beproactive. Gain knowledge and experiencethrough networking. Know your business, know your competition, and becreative. Now is the time you should focus your efforts on all thosethings you know you should have been doing, but felt you were too busy getdone. Ask questions and don't be afraidto innovate. These principles, if effectively implemented and followed, will setyou apart as an exceptional sweeping company.

Tracy Day

President,Nite-Hawk Sweepers

Jake Hoerman

Salesand Marketing, Nite-Hawk Sweepers

www.nitehawksweepers.com

How To Motivate Your Employees

2011-08-27T12:05:00.000-07:00

Motivating Employees in Tough Times

I don’t claim to be a tremendous motivational speaker, butit is easy for me to get excited talking about business. I especially enjoy working with small andmedium sized companies, so dealing with sweeping contractors is right up myalley. I love learning from our industryand have met some of the best people on the planet. Lately it has come to my attention (and I’lladmit a little shockingly), that everyone may not share my enthusiasm for theirown jobs. However, this is only the caseoutside the Nite-Hawk family. Our guysand girls generously offer to pay to work here, and I typically have to kick them out at the end ofeach day - despite their protest of “Please, can I work longer?”

If you aren’t in this situation and tend to find your peopleunmotivated, you may need to restructure your organization. Understanding your employees is the key inmotivating them. From what I’ve observed,unmotivated employees fall into three general categories. The first group can’t see a future. The second group can see a future, but theoverall structure is not in place to appropriately reward them. Not only does this dampen the motivation ofthe employee, but also it prevents a company from achieving its objectives. The last group falls into the camp in which nomatter what structure is in place, they are just not going to give you any more. The solution is relatively simple - fire,replace and focus your attention on the first two groups.

During tough times the first group focuses on the shortterm. They think no matter what they dotoday, it won’t matter. They may havebeen discouraged by presenting a good idea that never got implemented, a realor perceived lack of opportunity for advancement, a wage freeze, problems athome, or it may be they just need some extra attention. These are good people looking for a reason todo better. Sometimes they may not evenrealize they are stuck in a rut. Straightforward and frequent communication, followed by action, will highlight thepositives and will go a long way for these valued employees. Reward forward thinking, and when an ideadoesn’t seem to fit in the overall strategic plan, follow up to explain. Changepay structures to incorporate bonuses for real improvement based on measureablemetrics. Even if their base pay doesn’trise, they will feel more in control of their situation.

At Nite-Hawk we’ve held contests where the winner receives anIpod for the best new manufacturingimprovement. It can be surprising howemployees react when the company shows their appreciation. Show them that you recognize theircontribution to the team and take a genuine interest in their wellbeing. If you don’t feel like this toward your team, lookin the mirror and find a way, because you are one of the obstacles blockingtheir motivation.

The second group is a little more straight forward. As Cuba Gooding’s character Rod Tidwell saidin Jerry Maguire, “Show me the money!” Startby reviewing the compensation structure of your sales team, supervisors andwhoever else falls into this camp and change the way they get rewarded. Make sure they are accountable. Reward for performance, not forpotential. Holding the line can bedifficult, but it will weed out the team members that don’t want to perform,and provide a spark to the ones that do. Every company is unique and there are thousands of differentcompensation structures to fit your business. Search around and find one that works for you - and if you have anyquestions about it, don’t hesitate to contact me.

People have written thousands of books on motivatingemployees. I have outlined just a fewthings I’ve identified to help our team and sweeping organizations around thecountry. Understanding and identifying youremployees’ motivations is the key to developing a productive and efficient team. Lead by example, and if you ever feel likeyou’re losing your motivation, maybe all you need is a shiny new toy. Hey, I got an idea. How about a newsweeper…….

NPE Show

2011-03-01T11:11:00.000-08:00

Custom Wraps

2011-02-16T11:17:00.000-08:00

Deember/January Newsletter

2011-01-04T11:10:00.000-08:00

Thoughts from the Nest

HAPPY HOLIDAYS AND MERRY CHRISTMAS ,

This time of year always seems to fly by. Maybe it's the fact that the youngest of my 4 kids still believes in the "Santa phenomenon". She is only three, but singularly focused on obtaining as many presents as possible. To her, this goal is the real meaning of Christmas. If she still feels this way next year, I will have concluded that I have failed as a parent. It seems like things accelerate the older I get. It seems like only yesterday, (actually five years now), that for weeks leading up to Christmas, little items around the house mysteriously disappeared. I was especially alarmed when my new DVD of Monster Bulls (Elk Hunting stuff), strangely vanished. I conducted a grid by grid search of our house, even finding a long lost computer mouse in the couch cushions, but the DVD remained allusive. So after the usual grumbling I resigned myself to never seeing it again. Imagine my surprise and the feeling of silliness I felt that I had gotten upset over such a trivial thing, when upon opening a gift from my five year old daughter I found my DVD. She had been secretly procuring items from everyone in the house and wrapping them up and sticking them under our Christmas tree. She wanted to be part of the giving process also. Every time one of the family opened one of her gifts her little face lit up with excitement as we were genuinely happy and surprised at the gifts she had re-given us. At that moment, I was pretty thankful for having such a sweet kid. To this day thinking about the story still brings a sense of amusement and gratitude.

Time marches on and every year we put out a Nite-Hawk calendar and I move the old year's calendar down my office wall. It never occurred to me that I may run out of space on my office wall. Maybe that says more about the size of my office, but I prefer it to mean that we have been doing this for a while. I still feel like I am a young guy, but reality sinks in when I look in the mirror and notice far too many gray hairs for a 20 something year old. I am sure many of you whom I have known for 15 to 20 years feel the same. Your youthful enthusiasm is infectious and I hope that I have the opportunity to continue to work with you for many years to come.

With the state of the economy the last several years, we have seen many tough challenges for many in our industry. Many contractors continue to struggle at levels well below where they were only a few years ago. Hopefully, the really tough days are in the past and you can look forward to a bright and prosperous future. At Nite-Hawk we have been very fortunate and grateful for the opportunity we've had to meet some of you and work with all of you. I think we have a unique opportunity to work with contractors and hopefully act more like a partner than a supplier. Typically, in these newsletters we have tried to write something of substance that may help in your business. However, during this time of year, my hope is that we remember what is truly important in our lives and think about how we can make life better for those around us. If there is anything we can help with, whether it be sales, marketing, operations, finance, or just talking about the industry please don't hesitate to give us a call. Even if you never intend to buy a truck or aren't a current customer, we would love to talk to you and see if we can help. Personally, as well as from everyone here at Nite-Hawk, we wish you a warm and prosperous Holiday Season and renewed optimism for the upcoming year.

Happy Holidays,

Tracy Day, President

Finance Partner
Wells Fargo We have added Wells Fargo to our outstanding group of finance partners to offer some of the most competitive financing rates available. Depending on credit approval, Wells Fargo is offering historically low financing/lease rates on equipment. Financing should be a simple and stress-free process, so give us a call today to see how you qualify.

National Pavement Expo

Join us in Nashville February 2-5^th for the annual NPE Show. From nationally recognized conference sessions to a packed exhibit floor and unprecedented networking opportunities, you'll find everything you need to make smart decisions for your sweeping and pavement maintenance business. Stop by our booth, #1432, to see the latest innovations in hydraulically powered parking lot sweepers with our NH Raptor and NH 200 Osprey sweeper models.

It was nice to see many of you in sunny Las Vegas this weekend for the NPE West Show. Complimentary show passes are available per request via email at info@nitehawksweepers.com or toll-free at 800.448.9364.

Change is Good

2010-09-29T16:08:00.000-07:00

Times have changed, has your truck?
Advances in our patented hydraulic technology have
made the auxiliary engine a thing of the past!

The all new NH 200 Osprey comes equipped with the VFC hydraulic system, the same hydraulics used on the NH Raptor, allowing for performance and efficiency never before seen in a conventional sweeper truck. Our revolutionary NH 200 Osprey will improve your operating efficiency and give you the power to tackle any parking lot.

Learn More »

Or call us at 1.800.448.9364

Nite-Hawk Sweepers
8228 S. 206th Street
Kent, Washington 98032

September Newsletter

2010-09-12T16:04:00.000-07:00

Thoughts from the Nest

CUSTOMER SERVICE: FILLING IN THE GAPS

Hopefully none you reading this just choked on your drink, (coffee if you're in Seattle) when reading the headline about customer service. The presumption that we at Nite-Hawk have done a good job of taking care of our customers is a scary one for me; in that the majority of unhappy customers don't complain, they just go somewhere else. There is a statistic in the hotel industry that only 2% of customers that have poor experiences complain. The other 98% just don't come back. The estimates for how much more expensive it is to acquire a new customer range from 5-20%, depending on which survey you read. The bottom line is that it's expensive to lose customers to poor customer service. Undoubtedly, you know this intuitively, but how to fill in the gaps to avoid being a casualty of this statistic? A small often overlooked suggestion is to understand communication mediums and their place in your business.

We all are surrounded by social networking sites, emailing and texting "smartphones", and the internet with all its advantages and pitfalls. It's important to decipher how your customers communicate and tailor your approach, without losing the advantages of making it personal. We have seen the two extremes in the sweeping business. The first is the tech-savvy entrepreneur that emails and tweets but never makes a phone call, probably a model of efficiency, but losing that personal touch that separated him early on from the competition. Have anything important to say? Don't email it. Face to face contact is the best way to communicate, followed by a phone call. Personal contact allows you to read the customers reaction and handle any concerns they have immediately. In addition, over-emailing puts you at risk of becoming irrelevant. Don't become spam. Help the customer invest in the relationship process through direct contact.

The second extreme is the very personable guy that thinks the cd tray on his computer is a cup holder. His customers love to talk to him, but they get frustrated by his inability to work electronically. He is able to read customers through direct contact but struggles with inefficiency. Customers want the best of both worlds.

Social networking sites can be very helpful in creating an image and communicating, but can also lead to unprofessional behavior and a lack of information control. Be careful of content that is posted and the perceptions that it creates. Actively control the information the best you can and don't be complacent on comments you make on your site. I am constantly amazed on what people will post, only to discover later that what they thought was funny or cute, was considered immature or unprofessional to a customer. If you are thinking about a blog then remember the 90-9-1 Rule. 90% of people that look at your site will be the audience, 9% will be the editors and that 1% will create the content. So what you think is the norm may really be the minority talking.

Understanding your customers' communication habits and mediums can help to create stronger relationships and prevent miss-communications. If you are not sure of your customers' interaction communication requirements, don't be afraid to ask. In the worst case, use the tool that got you started as an entrepreneur, your face to face sparkling personality.

Tracy Day, President

Maintenance Minute - Maintenance Log

A commonly overlooked, but important aspect of both vehicle and sweeper maintenance, is record keeping. A simple log and a few minutes to track your routine maintenance can give you information to plan budgets, reduce down time, and lower inventory costs. The maintenance log should list the date and service performed, as well as the technician responsible and the parts used.

If you don't already have a Maintenance Log, click on the link here to download an example. Contact your individual equipment manufacturer for specific maintenance schedules.

These logs should be keep on all your equipment, including blowers, sweepers, plows, striping and paving equipment, and pressure washers. The more accurate the log, the better your planning information will be.

August Newsletter

2010-08-09T16:03:00.000-07:00

Thoughts from the Nest

GRATEFUL

I was walking through the airport the other day and I saw a young guy, mid twenties I suspect, walking in front of me. Clearly in good shape with a well groomed haircut, I am guessing a military man of some sort. As I and the rest of the passengers walked off to their respective planes eager to get to their next destinations, he stood out to me for some reason. He was wearing a t-shirt that read:

"Some people spend an entire lifetime wondering if they've made a difference. The Marines don't have that problem."

The quote is attributed to Ronald Reagan. I was immediately struck with a sense of gratitude for the privilege to live in this country and for the men and women who serve.

For months, it seems like in every article I mention the doom and gloom out in the world today, but yet fail to mention all the opportunity that this great nation affords us. I don't slow down nearly enough to contemplate the truly awe inspiring sacrifices that went into not only creating, but maintaining our country and freedoms. I am humbled by the privilege to live and raise my family here.

I love history and have dragged my family around the country to places like Washington DC, Philadelphia, and New York to see firsthand the staggering time line of events that created the United States of America. I try to teach my kids how important it is to recognize the value in what we have as citizens. Mostly I imagine my kids are thinking that it's just another thing dad wants to see" or "really dad... do you have to read everything?" But I hold out hope that one day they will truly appreciate their country and not take it for granted.

This was no more evident to me as when recently our family left from a visit to see my wife's great Grandpa. At almost 90 years old he is a tremendous example of the greatest generation. He served in WWII on two continents and received two purple hearts; he never speaks about it, but will answer questions if you ask. He doesn't consider himself special, but figures that it was the right thing to do.I love that about those guys. I think he knows that he made a difference. I certainly know he did. I am grateful for his sacrifice and hope that I don't have to wonder someday if I made a difference.

And even though times are not what we all would like them to be, it is important for me to stay grounded and understand what I truly have. I have had the opportunity to travel and see other places both in this country and abroad. I am constantly reminded how lucky we are to be in the U.S.A., but day-to-day life gets in the way and you forget what a blessing it is to live here. The great fortune we enjoy to make our own way and raise our families and teach them as we see fit. We have the opportunity to start a business and succeed or fail, by the sweat of our own hands, and to enjoy the rewards. An opportunity I am grateful and thankful for living in this blessed country.

Tracy Day, President

NAPSA Webinar

Tips and Tools for Estimating a Profitable Parking Lot Contract

September 1, 2010 - 5:00 PM Eastern

Objective

To provide individuals/organizations involved with parking lot sweeping with tips and tools on how to estimate a contract while making a profit.

What You Can Expect To Learn:

Myths about estimating
Mistakes often made when submitting a sweeping estimate
The differences between estimates and bids, as well as pros and cons of both
How to develop a strategy
The impact that frequency has on an estimate
Where do additional services fit in?
Tools you can use
How to estimate
Examples of the estimate process

Intended Audience

All individuals and companies within the sweeping industry are encouraged to attend this webinar. Whether you are a new company starting out or if you are a second or third generation owner, everyone will gain something from this educational session.

For more information and registration please visit the NAPSA website at https://www.powersweeping.org/index.cfm/webinar_registration/?CFID=6957280&CFTOKEN=73541976.

Maintenance Minute - Skid/Flap Adjustment

A simple way to keep your Nite-Hawk performing at its peak is to regularly inspect and adjust your pick-up head, flaps, and skids. This inspection should be part of your daily procedure with a focus on the skid, alignment, pick-up head, and length of the rear flap.

Step 1: The skid (NH # PU-1601) and skid plate (NH # PU-0211) should be parallel to the top of the pick-up head. If the skid plate is out of adjustment, use a ¾ wrench to loosen the skid plate bolts and bring the skid plate back to parallel.

Step 2: Next, inspect the skid for wear and damage. The skid should be a minimum of ¼" think in all areas, with no signs of cracking or fatigue. All the skid bolts should be tight and unbroken.

Step 3: After inspecting the skid plates and skids, sight down the rear of the pick-up head for damage and alignment.

Step 4: To check for flap wear, measure the distance from the ground to the bottom of the rear flap. This distance should be no more than 1/4". If an adjustment is needed, remove a skid spacer using a ¾" wrench. If the rear flap is uneven, remove enough skid spacers to eliminate all gaps. Over time, the flaps will wear and this process can be repeated. The flaps (NH # PU-1900) should be replaced when all skid spacers (NH # PU-1602) have been removed and the rear flap shows a gap of ¼".

By following these simple procedures you can maximize the performance of your Nite-Hawk and extend the life of your pick-up head. For parts and service you can visit us on the web at parts.nitehawksweepers.com or call us at 800.448.9364.

April Newsletter

2010-04-12T10:49:00.000-07:00

Thoughts from the Nest

PLANNING FOR YOUR FLEET

We all wish we could have predicted the economic turmoil over the past several years. Maybe you were one of the astute people that saw it coming and were able to capitalize. But, if you were like most, you probably have enough on your plate focusing on running your own business. What's true in any sense is the more information you have, the better your chances of capitalizing on future opportunities and avoiding the pitfalls sure to head your way.

One of the larger changes at our doorstep is the new US Emissions Regulations. Some of the information is pretty complex, but with the help of our friends at Isuzu, hopefully, we can provide some additional information to stay ahead of the curve and help you plan for future fleet decisions.

From 1988 to 2010 government initiated environmental restrictions have led to a diesel engine emission reductions of 97%. Environmentally fantastic, but at a steep price to the end user. The financial result has been a dramatic increase in prices for diesel chassis, as we have migrated from the Tier II standard to the current Tier IV standard. The current Tier IV chassis, (not available until early 4th quarter 2010) requires an additional NOx after-treatment device. Isuzu and most major OEM's have chosen to use Selective Catalytic Reduction (SCR) with a Diesel Exhaust Fluid (DEF) injection to reduce the NOx. In other words, they will be adding a diluted mixture of 33% automotive grade urea and 67% de-ionized water. This is a certified (by the American Petroleum institute) fluid that should be widely available.

This is not technology to be afraid of as over 700,000 are currently operating in other countries, but definitely something to be aware of as you evaluate your fleet. Additional cost for this system will come in the form of purchase price and maintenance. It is uncertain at this point what those costs will be, but definitely plan on spending more. Estimates on the chassis increases could be as much as $4,500. Early indication for DEF filter replacement intervals are every 1 to 2 years but there is still no definite word.

For those of you in cold climates, DEF systems will be warmed through the engines and may require extra start-up time.Space requirements for the DEF units will require sweeper manufacturers to engineer around the changes. On a positive note, we have been told that the DEF equipped trucks will be more fuel efficient than current models. After this change, it appears like there are no other changes scheduled for the foreseeable future. All 2011 model year trucks will have DEF level indicators on the dashboard and manual site glasses to view the urea mix levels. Warning lamps will let the driver know somewhere between 400-500 miles before the DEF tank is empty.The amount of DEF used will depend, just like fuel consumption, on how the truck is used but plan on 2% or less of fuel consumption.

Hopefully this was helpful information. There is a lot to digest, so please don't hesitate to give us a call with any questions or comments. Or visit our website or www.factsaboutscr.com or www.isuzucv.com.

Tracy Day, President

Maintenance Minute - Isuzu
The recommended maintenance schedule for Tier III emission Isuzu NPR chassis have been increased for the following items: Lube, oil, and filter - 6,500 to 10,000 Engine Coolant - 26,000 to 30,000 Brake Fluid - 26,000 to 30,000 Transmission Fluid - 26,000 to 30,000 Differential Gear Oil - 26,000 to 30,000 Power Steering Fluid - 26,000 to 30,000 Wheel Bearings Grease - 26,000 to 30,000

March Newsletter

2010-03-12T16:17:00.000-08:00

Thoughts from the Nest

IDENTIFYING YOUR POSITION PLAYERS

A few months back I wrote an article titled, "Creating Your Team". The short article focused on creating a team of competent contributors outside your business to help you identify ways to become more productive, identify growth strategies, and manage resources. Being a sports fan, I identify with the "team" aspect. And in retrospect, I probably should have written about the "internal team" first. Putting your internal team together, identifying their strengths and weaknesses, and what positions you need to fill, are essential steps that require examination routinely as part of your ongoing business health. Think about it like an annual physical, not pleasant but good insurance.

The first step is to identify your tendencies and personalities as the business owner, manager, or supervisor. Are you the dreamer, the manager organizer, or the person that just wants to get to work? Business books refer to these unique personalities in different ways, but I like the descriptions that Michael Gerber's The E-Myth uses; the entrepreneur, the manager, and the technician. Understanding who you are and what dominates your behavior is the first step to balancing these traits and selecting complimenting players around you. Stacking a line-up with all home run hitters may be great against a weak pitcher, but will ultimately lead to a higher strike out rate, and more than likely, poor defense. You need to have consistency in your lineup to accommodate for the deficiencies of the power sluggers.

I was thinking about a customer who was lamenting the performance of a once productive employee. He was disappointed that this employee wasn't functioning well in a new sales role and was contemplating terminating him. We spoke about how happy he was with this employee when he was in operations and he didn't understand what went wrong. He was promoted to fill a need and since he was good at operations and worked hard, it seemed like a natural transition to be a hard working salesperson. Looking at it from the outside it was easy to see that he had tried to make a .375 hitter into a home run hitter. He was hoping to change a manager organizer into a dreamer. Now, I'm not saying that people can't switch positions, or grow vertically and horizontally in an organization, but it's certainly essential to know what positions are needed and what type of people should fill those jobs. The reality of a successful growing business is that you need all three types of people. Not finding a balance will lead to frustration for you, the employee and possibly severe consequences for the business.

Taking the time to plan and identify these needs in your business can sometimes be a colossal task. Especially if you are one of the personality types, (entrepreneur), who fills the constant need to move on to the next project, challenge, or dream. Force yourself to honestly evaluate what your business requires and just like the thankless task of budgeting, your attention today, will pay off down the road.

Spring Clean-up Sale
Spruce up your fleet with these incredible prices on cost-saving options for your fleet: OEM Front Bumper Covers for Isuzu Cabover - ~~$200.00~~ $50.00 Side-Suction Hose - ~~$550.00~~$499.00 Arctic Vinyl Seat Covers for Isuzu Cabover - ~~$450.00~~$399.00

Maintenance Minute

Having a good safety plan for your employees and equipment will help minimize your risk for costly repairs or insurance claims. Go over your safety procedures and updates at your annual safety meeting.

Employee Safety - Replace damaged or worn safety glasses, ear protections, gloves, boots, masks, and work vests.

Equipment Safety - Replace damaged or cracked lights, horn, guards, mirrors, windshield and fire extinguisher.

Give our service department a call for more safety tips and training available.

February Newsletter

2010-02-16T16:09:00.000-08:00

Thoughts from the Nest

As I sat down at my desk this morning to read my copy of Just in Time¹, from the National Association of Manufactures, I browsed through the articles and was struck by all the stories that seemed to apply directly to me, Nite-Hawk and our industry in general. I kept thinking, is this what happens when we get older? Do we pay attention more, or does there seem to be, dare I say kindly (and more politically correct), "a different agenda toward business"? There was an article talking about the Health Care Reform Bill. An article speaking of the labor department's 90 proposed rules and regulatory actions adding 250 additional OSHA field inspectors. And another article about the EPA announcing "endangered findings" and declaring greenhouse gas (GHG) a danger to the public health, thereby giving the EPA unprecedented power. Regardless of where you find yourself in the political spectrum, keeping informed can be the key to survival.

If you are still not convinced, please call me and I can give you the names of some great contractors in my home state of California who can fill you in on what may be heading your way. Gulp! This isn't a rant on regulation, but more of a caution to stay aware and be vigilant for the betterment of your business and so that you may have a voice to influence change. Some of you may take the approach, "I vote and do my civic duty, that's all I have time for." I think you may be surprised at how much influence you really have, and what you can accomplish without running for public office.

A recent Gallup Poll² asked if people had a positive or negative image of small business. 95% of respondents said they have a positive image. Free enterprise elicited a 86% positive view and to all you sweeping contractors or "entrepreneurs" 84% of respondents had a positive image of you. Those numbers surprised me initially, but then I thought about how many of the people I admire are entrepreneurs. I've also noticed over the years how small business owners are admired for their courage to do things on their own. I think that gives us an opportunity to keep people informed and best of all, they will listen. The first place to start is with our employees.

In the top sweeping companies in the industry, having informed personnel is almost always universal. Informed employees are engaged in not just the running of the operation, but understanding the reasons behind the procedures, and how ultimately it benefits everyone at an organization. They understand how outside forces and regulation can affect the bottom line and why procedures help control costs and provide a safe working environment. Therefore, these employees can offer insight on increasing efficiency because they are informed.

But don't stop there. Inform others about the things that ultimately affect us all. As we battle through tough economic times and increased debate on the role of government involvement in business, stay informed and understand your responsibility to inform others and don't underestimate your ability to make a difference.

¹ January 2010 Issue

²Gallup Pole: Socialism Viewed Positively by 36% of Americans 2/04/10

Learn from one of the best
Take a look inside the operations of one of the most successful sweeper companies in the nation: Atlanta Sweeping. Visit our website at "www.nitehawksweepers.com/advantages/video/#operations" to see how they manage and operate one of the largest parking lot sweeping companies in the country.

Maintenance Minute - Tire Rotation

Daily Maintenance
- Examine the blower and remove all dirt and debris from blower exterior and the engine. Check the cooling fins and air cleaner for clogging and clean as necessary.
- Inspect the engine, tank and hoses for possible fuel leaks, and repair as necessary.
- Inspect the entire blower for loose, damaged, or missing components, and repair as needed.
- Carefully remove any accumulations of dirt or debris from the muffler and fuel tank.
- Remove the air cleaner cover and inspect the filter and per-filter. Clean or replace if needed.
- Clean and gap the spark plug to the manufacturer's specifications (usually .024").

Weekly Maintenance
- Daily maintenance 1-6 plus:
- Remove and inspect fuel filter and hose, replace if needed.
- Remove dirt and debris from cylinder fins and crankcase.
- Remove and clean the spark arrester. Replace if damaged or unserviceable.

January Newsletter

2010-01-20T15:32:00.000-08:00

Thoughts from the Nest

Creating Your Team

You've heard the old sayings, "Behind every good man is a great woman" (or the other way around if you prefer) and "A coach's success is proportional to the talent of his team". Just recently up here in Seattle, first year head football coach Jim Mora, was fired after only 1 year at the helm of a 5-11 Seahawks team. The President of Football Operations, Tim Ruskell, also "resigned" (see non-renewed contract) his position in early December. Now, I'm not sure if the record was caused by the coaching, players or a combination of both, but I can tell you is that the results did not live up to the expectations and the staff paid the price. However, I'm sure it wasn't a coincidence that the poor showing of the Seahawks coincided with the absence of Future Hall of Famer, left tackle, Walter Jones (out for the season), All Pro middle linebacker Lofa Tatupu (missed most of the season), and All Pro corner back Marcus Trufant (missed most of the season).

So what does this have to do with our industry? I have a long held belief that the success of your team (or business) is directly related to the quality of your team, your "players" and "front office". I am sure everyone would agree with the simplicity of that statement. I have witnessed firsthand that the most successful companies in our industry have a foundation of great players and fantastic "front office teams". I particularly want to speak to the quality of the front office teams.

Every December customers call us for new equipment to be delivered before the end of the year to take advantage of the Section 179 deduction. (In retrospect, I probably should have written this article three months ago). And not surprisingly these calls come from the best companies. And invariably we hear during the conversation, "I spoke to my accountant or financial advisor and he recommended ....". Owners of the most profitable companies don't meet together only on April 14th with their accountants they see once a year, hand them a stack of receipts, and ask "How much did I make?" But rather, they include these individuals in their monthly budget discussions and monthly close outs to discuss the progression of the company, and look for ways to improve. They meet with their insurance agents regularly to receive recommendations on policy and procedure improvement to reduce premiums and decrease their exposure. They have relationships with bankers that understand their business's capital requirements. They have trusted people (I call them bounce-back guys), both in and out of the industry, they can brainstorm and discuss ideas with. We try to be one of these guys and provide information to you, so that you can make the most appropriate decision for your company. We are fortunate to have "bounce-back guys" that give feedback on operating Nite-Hawk more effectively or improving our product.

Now the quality of your team can vary and it takes real relationship building to find the best people with whom to advise and confer with. To maximize the value of your team, focus on finding that competent accountant, insurance broker, banker or bounce-back guy that has a passion for your small business. Demand that they get involved and become creative, like you, to look proactively at the future. As entrepreneurs we are accustomed to figuring things out on our own, so it may take a bit of humility to ask for help. You may be good, but with some help; you can take advantage of opportunities to increase profitability. Develop relationships with qualified people and let them have an emotional attachment to your business. Let them share in your successes and in time, the effort and money spent in this pursuit will pay off.

Tracy Day, President

Tax Season is Upon Us

Taxes are one of the most important issues facing small and growing businesses. And like a company's profitability, its annual tax bill will reflect the owner's aptitude and knowledge. Business owners need to be sure that they are meeting all of their responsibilities and seize every opportunity available to reduce their taxes. For the latest in tax laws, tips, deductions, and credits available, refer to www.irs.gov.

Maintenance Minute - Tire Rotation

Tire rotation is an aspect of tire service that is often ignored. Tire rotation can help equalize tread wear and greatly extend tire life. This is usually performed at 5,000 miles depending on the type of tire and vehicle. Check your owner's manual for recommended mileages.

Tire rotation can often be done in conjunction with an oil change to minimize down time. This is also a good time to have your tires rebalanced to avoid vibration issues. Inspect the tires for any damage, remove stones or debris from the tire treads, check for uneven wear, and tire pressure.

December Newsletter

2009-12-16T12:22:00.000-08:00

Thoughts from the Nest

Dear Friends,

At Nite-Hawk we would like to wish you and your family a Merry Christmas and a Happy Holiday season.

What a year! I am sure many of you are happy to let 2009 pass into oblivion and get 2010 going. But before we jump forward, we want to thank you for your business, your support, and your friendships. We will continue to strive to be the best solution for your business. Whether we can help with your equipment needs, or you just need to ask questions and talk over ideas, we hope you always feel welcome at Nite-Hawk.

We feel very blessed to have weathered the economic storm as a strong successful company. Our products continue to improve and we still have the same enthusiasm for the industry as we've had in the past. Even this month we have released another game changer in the new NH200 Osprey. Another bird-of-prey named powerhouse of new innovative sweeper functionality. The Osprey was a fun and innovative project that seems destined for sweeper stardom (see the excitement)! We hope in the future you will take the opportunity to see it in operation.

We will continue to strive to improve and become better in all aspects of our organization as we move forward into 2010. Once again, we are grateful for the opportunity to have tremendous entrepreneurial customers like you and look forward to helping you grow. Please feel free to contact us anytime and once again, Thank You!

Tracy Day and the Nite-Hawk Family.

NPE Show - Nashville

Please join us at the NPE Show, January 20-23rd, in Nashville, TN. Stop by our booth (#1432) and check out our all new NH 200 Osprey along with its "big brother" the Raptor. We will have demo models available for you to "kick the tires" and see how they perform on typical parking lot conditions. There are industry workshops, round tables, and networking opportunities throughout the show. We have complimentary show passes available. Give us a call at 800.448.9364.

Maintenance Minute - Maintenance Schedule

Weekly Maintenance	Monthly Maintenance	Yearly Maintenance	Seasonal Maintenance
Check fluid level	Check belts for wear and tension (if applicable)	Change hydraulic fluid and filter	Flush coolant. Maintain 50/50 ratio between water and coolant.
Check all lines, fittings, pumps, and motors for wear and leaks	Check seals for wear	Check all wiring for wear	Check battery output. Batteries tend to work at lower efficiencies in colder weather.
Clean and vent hopper	Clean water strainer (if equipped with dust suppression system)		Drain water tank and disable dust suppression system
Check broom and flaps for wear
Check skid plate alignment

Please refer to the truck manufacturer for chassis maintenance.

Sweeper Model

2009-11-20T12:24:00.000-08:00

A few weeks ago Kenny Page was driving down the highway and saw one of our sweeper trucks that inspired him make a model of our truck. Great job!

November Newsletter

2009-11-19T12:20:00.000-08:00

Thoughts from the Nest

Most of the short messages I have written in the newsletters are mostly related to business functions and less about our products. Sure we want to sell sweepers, but I also want to pass on information. As many of you know, I really enjoy exploring ideas about how to operate businesses more effectively. We have been fortunate enough to have worked with many of the best sweeping companies in the country, many of whom are brilliant entrepreneurs. We love to take what we learn from them, mix it with our own experience, and spread it around the sweeping industry. I personally believe strong companies understand their margins, ultimately making a healthier sweeping market for everyone.

I have had great conversations about everything from operations to health care to taxes. With each conversation, my hope is that we will be able to both learn from and help the contractor become a more effective business. So when deciding on a topic, it didn't feel like too much of a stretch to take some liberties, and talk about our newest product, the Osprey. Why? Well, the direct answer is we think it is a great sweeper and will benefit sweeping contractors. Understanding your margins means understanding your operational costs, and that means understanding your equipment.

If you ever talked to anyone here at Nite-Hawk, hopefully we haven't led you astray. We want your relationship with us to be a win/win. And that requires us on occasion, to refer you to a competitor because we may not build the right equipment for your needs. But, what we do build here at Nite-Hawk, the Raptor and Osprey, are the right products for any parking lot.

The Osprey represents a big step forward from one of our longest running products the NH200. With units all over North America, the NH200 has been a mainstay in our product line since the late eighties. The Osprey represents the culmination of efforts from many people here at Nite-Hawk and our fantastic business partners. We are proud of the results. The Raptor has done very well in the market and represented a big step forward for us last year. The goal in developing the Osprey was to take what we learned from the Raptor, and apply that knowledge and system to our NH200. The result is a powerful hydraulic truck with its own personality.

Now many of you have been putting off purchasing for sometime as the economy sends shivers through your spine. We understand the feeling. We are certainly not immune in the manufacturing segment. But the simple fact is that sweepers have a tough job and they wear out. Operational costs, including repairs and maintenance, start to add up and pretty soon all the duct tape and bailing wire can't hold your sweeper together anymore. You are spending more to repair then it costs to replace. So when is the magic moment when you need to buy a new sweeper? Well, each business is unique and requires solutions to additional questions. How much is a new sweeper? Can I get financing? What is the value of my current unit? How much time and money will a new unit save me? Gathering the needed information to make a correct decision can be overwhelming.

At Nite-Hawk we would love to shoulder some of the burden and help find answers. We strive to give you an objective look at what you need to operate your business. Give us a call and we will do our best to take some of the stress out of answering these questions, and in the process, share information to help you build your business.

Tracy Day, President

Take Flight

The all new NH 200 Osprey takes hydraulic operated sweeping to a powerful new level. At only 6'4" the Osprey incorporates the patent-pending VFC hydraulic system, the same hydraulics used on the NH Raptor, allowing for performance and efficiency never before seen in a conventional sweeper truck. Our revolutionary NH 200 Osprey, along with its "big brother" the NH Raptor, will improve your operating efficiency and give you the power to tackle any parking lot.

For more info on how you can get your hands on the revolutionary NH 200 Osprey give us a call at 1.800.448.9364. Join us at the NPE and NPE West Pavement Shows for an exclusive look at the all new NH 200 Osprey.

Maintenance Minute - Curb Broom Adjustment

To extend the life of your curb broom system and avoid costly repairs, follow these simple procedures when adjusting your curb broom:

Introduction
When the broom motor is on, the fan speed will decrease slightly. To compensate for this slight decrease, the hydraulic pressure should be set at 100-200 psi greater than normal sweeping pressure.

Use
Set the hydraulic pressure to 1700-1900 psi and extend the broom by pushing the "Broom Out" toggle and holding it until the broom touches the ground. Turn the broom on by pushing the "Broom On" toggle; the broom should be spinning clockwise. To stop the broom, simply push the "Broom Off" toggle and then push and hold the "Broom In" toggle until the curb broom is fully retracted.

Angle Adjustment
A hydraulic cylinder located along the truck frame operates the broom arm. The broom follows a fixed axis. Adjust the tilt of the broom by loosening the nut, which attaches the motor mount hinge to the curb broom arm. The pitch of the broom is adjusted by loosening the motor mount hinge.

October Newsletter

2009-10-13T12:04:00.000-07:00

Thoughts from the Nest

"Relationship Building"

Picking up new contracts is tough. Management companies and property owners are doing everything they can to do retain tenants and cut down on expenses. This often leads to a decrease in contracted services. It's no secret that fostering good relationships with your customers will give you an advantage in retaining contractors. But how much time and which customers do you focus on?

This is an interesting dilemma, when solved, may yield to increased revenues. The truth is, you can't afford to neglect any customer, but there may be some advantages in spending the most time on the right customer. As small business owners, your time is limited. Who do you visit, speak on the phone with, or give those coveted sports tickets to? Who is the right customer? Malcolm Gladwell, in his popular book, "The Tipping Point" (Little Brown 2000) described people he referred to as "mavens". Mavens are people that disproportionately influence other members of a network. They are passionate, gather information, and are usually on the leading edge of trends. He also suggested that these mavens work well in collaboration with connectors. Connectors are people who have wide social networks. Hopefully, you can see where I am going with this. It may sound like I want you to figure out what's going to be the big hit at the Spring Fashion show. But in business, finding the correct, informative, and socially-adept customer could lead you in the right direction of increased sales.

Ask yourself, who are the customers that may influence others in their respective circles, either through their knowledge or their unique personality to connect? We probably all know someone who is passionate about something and when they talk about their interests, they draw-in their audience. I know we are talking about picking up trash, but identifying the customers that are passionate about their jobs, and by correlation how well you perform yours, may have a negative or positive impact on your business. Recognizing these customers, their uniqueness, then focusing on cultivating your relationship, can payoff with increased revenue and referrals.

Every business has these customers. Identifying the right customers, and then allocating resources to reach them, will payoff for years to come. You may even find the ultimate combo...a maven - connector.

Tracy Day, President

NPE West Show

Please join us at the NPE West Show, December 4-5th, in Las Vegas,NV. Stop by our booth (#237) and check out our all new NH Raptor. If you like what you see, take it for a spin around the parking lot, to see how it performs. There are industry workshops, round tables, and networking opportunities throughout the show. We have complimentary show passes available. Give us a call at 800.448.9364 if you're interested in attending.

Maintenance Minute - Protect Your Investment

Winter Tips for Your Fleet

As the winter weather approaches, preventative maintenance for your fleet can be a major concern. Although maintenance between dual and single-engine sweepers may vary, maintenance on the chassis will prevent future untimely costs. These few tips will increase efficiency, saving you time and money.

Winter Maintenance Tips

Coolant - Flush coolant. Maintain 50/50 ratio between water and coolant.
Engine - Let your truck engine warm up before starting each route.
Battery - Check battery output. Batteries tend to work at lower efficiencies in colder weather.
Tires - Use chains when necessary. Full hoppers will increase stoppage distance.
Routine Maintenance - Make sure all maintenance requirements are up to date and checked.

Overall, maintain caution and control in adverse weather conditions. Proper training and instruction will reduce the number of accidents and issues you may encounter this winter. Please give our service department a call at 800.448.9364 if you have any questions.

September Newsletter

2009-09-17T11:59:00.000-07:00

Thoughts from the Nest

"Helping Big Brother"

It seems like every article I read focuses on the tough budget situations that states like California are facing. As I try to understand why "x" county has a particular fiscal problem, I have to admit I'm a little torn. On one hand, my mom works with special needs kids at a local high school and is dependent upon Uncle Sam for her paycheck. I've seen what she does and believe me, she earns every penny. Then I see a bid specification sheet come down from some county with multiple needless options, (like heated mirrors in Northern California), and wonder why do our tax dollars go there? (For the record I tried to talk them out of it.)

Don't get me wrong, I believe the 'bid' process is a necessary evil for public disclosure, but I wonder how we got to the place where some of these options made it on the bid spec sheet. Maybe they're needed, heck, it could get down to 31 degrees in the Bay Area and you may very well need those mirrors heated. I'm a California boy and when I was 7 years old it snowed 1.5 inches and my parents rushed out to buy tire chains. It melted by noon. But seriously, sweeping a parking lot with a $200k CNG broom truck may be overkill, especially, when these units are typically not as efficient as virtually every parking lot air sweeper on the market, (present company included).

So what does this have to do with contractors? Look for opportunities to participate in the process. Many times municipalities order trucks off a regular specification sheets that are administered on a level well above the practical point of the operator. And giving them the benefit of doubt, I believe this is due to a lack of education. Many organizations, like NAPSA, are working to bring information to municipalities about the private sector. We can participate. Nobody knows how to sweep better, with the right equipment, than your private business. We can help our local and state governments understand the alternatives which can include private contractors.

In road sweeping, many industrial contractors are taking the initiative to educate and inform their local municipalities of the opportunities which exist for private contractors to perform this work. In parking lot sweeping, we are beginning to see school districts and small townships look to the private sector for these services as well. Many times contractors can do the work more efficiently, at a reduced cost, helping ease budget constraints. Municipalities will see their job base and tax revenue increase, reduce their operating costs, and leverage contractors to use the proper equipment without having to purchase their own.

At the very least, getting involved with how our tax dollars are spent, may increase the awareness and lead to changes in the future. It could take some time, but I hope to see you sweeping a city hall soon, with brand new heated mirrors!

Tracy Day, President

Accurate Financial Projections

Every sweeping business will need to make reliable financial projections at one time or another. This forecasting is critical at many stages of a company's life - when you are looking for financing, when you need to gauge the potential profitability of a new product or service, when you want to see the impact of staff expansion or cutbacks, or when you need to assess other important business decisions.

Coming up with reliable projections isn't guesswork. It requires you to analyze market research, trends, and business assumptions to come up with a reasonable forecast. When you're done, you'll have a realistic idea of costs and profits.

Tracking your budget is paramount in your business's fiscal growth and sustainability.

Maintenance Minute

Belt Tensioning of Main Hydraulic Pump (400-DX and 200-XLP models)

Before tensioning the main pump belt:

Check the pump bracket and tension rod for damage

Check back hydraulic motor for tension and wear

Check pulley alignment

Tensioning the belt:

Loosen the jam nut on the bottom of the tension rod. (On C2500jam nut is on top of tension rod)

Tighten the tension nut down ¼-turn.

Retighten the jam nut.

Start the truck and set the pressure to 2000 psi.

Depress the gas pedal and release to check for tension.

If the belt squeals, repeat the process.

Remember:

Pump adjustments are critical to the performance and longevity of the system.

Always tighten the belt in ¼-turn increments. Over-tightening the belt will void your warranty and could cause engine damage.

The Nite-Hawk Raptor has the all new back side idler technology. This current innovation eliminates the need to tension the front belt, reduces belt maintenance and increases belt life. For more information on our state-of-the-art hydraulic system visit us at www.nitehawksweepers.com/advantages/video/

August Newsletter

2009-08-06T14:57:00.000-07:00

Thoughts from the Nest

"Keeping Your Good People"

It seems like every article I am writing, begins with "In these challenging times...". I have to confess, it's getting a little old. I am naturally an optimistic person and am tired of writing about doom and gloom, so I thought I would talk about how successful companies retain their best people.

Instead of getting into the "nitty gritty" of pay structures for drivers, I thought I would speak to the broader aspect of retention. Most companies we speak to are not having trouble filling the driver positions. Keeping good managers happy and productive can be more challenging. Gone are some of the financial incentives businesses could offer in years past, as margins shrink. So how do you keep key employees happy and productive? Here is a simple suggestion that may help.

Keep them informed. It sounds simple enough, but as owners, many times we tend to internalize and restrict access to key information. I am not a psychologist and didn't stay at a Holiday Inn last night and so I won't venture a guess, I can just report on what I see. A key to retaining good people, when giving them more cash is not an option, is helping your top people understand the numbers.

Anybody who knows me gets tired of hearing, "if you don't know the numbers you will never maximize your potential". I have yet to see a wildly successful company that doesn't have some sort of budget in place. Show your people budgets versus actual and don't keep them wondering. Everyone, from the owner down, believes that someone is getting rich. I am not recommending this for all your people but, help the appropriate people understand where the money goes. By including them in the process they will take more ownership in the results. Help them understand all the hidden costs and those imposing taxes you pay. Then give them incentives that are based on achieving your numbers whether monetary or otherwise.

We know of a successful company with an outstanding manager, but every 3-4 months this manager would come to the owner and reiterate how good he was and why he needed to make more. Finally, after hearing this again, the owner showed him the entire budget and talked about where the money would come from. Once the employee believed the owner wasn't hording some pile of cash, he understood and got on board for the long haul. He then provided some valuable insight into where he thought some cost cutting measures could take place and some opportunities for growth. He bought into the process. Having information, even if it is not always positive, is better than no news at all.

By keeping people informed, in many instances, you have a better chance of retaining and letting them contribute as you ride through the roller coaster ride of an uncertain economy.

Re-evaluating Your Profitability

In the current economic climate increasing your profitability is a topic of concern to any small business owner. While some contractors are gaining business, many are trying to hold on to what they can. Evaluating the costs you incur to support your accounts may need to be revisited.

To assess customer profitability, you will need to determine how much it costs your business to attract and sustain each account. A simple cost of sales analysis will give you a rough evaluation for your customer base.

The 80/20 rule - that 80% of your sales come from the top 20% of your customers - applies to most small businesses. Remember that profitability does not necessarily correlate with the amount of money a customer gives to your business. In many cases, smaller accounts can be highly profitable, while large accounts can cost your company a lot to administer, therefore leaving you with a smaller profit margin. That large account you landed 18 months ago (and is 45+ miles away) may not be as profitable as originally scheduled on your route.

Maintenance Minute

Hydraulic Fluid and Return Filter Replacement

Never replace hydraulic fluid when the engine or truck exhaust system is hot or warm.

Remove the drain plug located on the bottom of the hydraulic reservoir.
Completely drain all the fluid and replace the plug.
Remove the bolts that hold the filter cap to the filter housing.
Remove the "return" filter element and replace it with a Schroeder K10 Filter Element (NH part # HY-1300) and replace the cap.
On the NH Raptor, an additional pressure filter element (NH part # HY-1350) should be replaced at the same time. This element is accessed by removing the lower housing of the pressure filter assembly.
After installing the elements, refill the hydraulic reservoir to the center of the site gauge with AW 46 hydraulic fluid.

NOTE: Do not run the pump until the reservoir has been refilled. This will void your warranty and could cause severe damage to your hydraulic system.

Start the truck and allow the fluid to re-circulate through the system.
If needed, refill the reservoir to the center of the site gauge.

July Newsletter

2009-07-08T14:56:00.000-07:00

Thoughts from the Nest

A frequently asked question we get at Nite-Hawk is, "How do we compete in this tough economy against low bidders?" And to tell you the truth, the answer isn't easy and sometimes there's not a lot you can do. When your competition is willing to sweep for what you made 20 years ago in high school, working at local fast food joint, it can be brutal. It's tough not to be perturbed when you are spending 100 hours a week and every cent building your business, only to see someone who doesn't know their costs underbid and destroy the market. You can't stop the tide, but here are a few things you can do and mitigate the impact on your business.

First, educate your customers. Property managers are under the same pressures you are to cut costs and save money. However, reminding them that opting for the lowest priced contractor may be a short term solution with long term consequences. Does your competition carry the right insurance? Are they really doing the same quality job you're doing, or are they cutting corners? Are they using the proper equipment? Many property managers, if property educated, will pay a few bucks more to have the job done right.

Second, know your costs and limits. You must understand your costs fully to compete in a tough market. Know your variable costs, your fixed costs, and what type of economies of scale you can achieve by expanding your market. You can't afford to guess when every dollar counts. Know your margins, set parameters that are comfortable, and stick to them. You may find room in certain bids that allow for pricing flexibility. Run scenarios with your budget and margins to maximize your bottom line. Optimize what you have and concentrate on profitability, not overall revenue. 20% of your accounts may make up 80% of your profits.

And finally, know your competition and be creative. Know their strengths and weaknesses. We have seen successful companies lose business to low bidders, only to get the contracts back when they inevitably screw up. Keep in constant contact with your customers and make them aware of your willingness to step-in and help out (for the right price) when they are in a jam. Be creative in your presentations. Partner with other service contractors on bidding (i.e. pressure washing or landscaping) and give your customers additional options. Knowing your competition and their limitations, may help you in offering these additional services that could result in recapturing and retaining contracts.

Stay positive and good luck.

Tracy Day, President

NAPSA Volunteers

The North American Power Sweeping Association (NAPSA) depends on volunteers to manage the association and to develop and deliver programs and services that create value for you.

Getting involved as a volunteer in NAPSA can help you build skills, learn from others and gain information that will further your personal and professional goals for years to come - and you'll strengthen NAPSA at the same time.

Please contact NAPSA online at www.napsaonline.com or by calling 856.380.6845.

Maintenance Minute - Skid/Flap Adjustment

June Newsletter

2009-06-03T14:54:00.000-07:00

Thoughts from the Nest

It's no secret the economy is tough. The stories are predominantly the same regardless of where you live. Your customers ask you to do more for less, just as the government is trying to take more of what you earn. Some of the largest property management companies have declared bankruptcy, prompting many contractors to wonder if they will ever see the money owed to them. You may be facing the prospects of slimming down your work force and breaking the news to employees that depend on you for a living. Things look bleak all over.

I've talked to many contractors, and understandably, many are scared and depressed. But there can be a silver lining around this dark cloud of doom. I believe that the answers are not found in burying your head in the sand in fear and waiting for things to work themselves out. To borrow the title from Rick Page's book, "Hope is Not a Strategy". Be of good cheer! Use this opportunity and time to be proactive in all aspects of your business. Maybe it is a good time to expand into a new market. Or focus your efforts on all those things you know you should have been doing, but felt you never had the time, like a detailed budget. Find out where every penny goes, don't assume. Gain knowledge and experience through networking. Ask questions and don't be afraid to innovate. I am always amazed about what I learn from all of the creative entrepreneur contractors in our industry. At Nite-Hawk, we try our best to pass along information through portals like our new Partner Plus or put you in touch with a contractor willing to help.

Be grounded in realism, but remain positive. We all know that one happy guy who, despite tough times, is always upbeat. Being positive and energetic is contagious and will spread throughout your organization.

To many of you this probably sounds like a "Jerry Maguire memo" pep-talk, but at the end of the day I believe you can emerge stronger, wiser, and better prepared to meet the upcoming challenges by seizing the opportunities of today. Whether you're a current customer or not, we wish you continued success in the future. Please don't hesitate to call or email for any help or questions.

Tracy Day, President

Rusty & Earl - Coming Soon!

A few years ago we launched our first Clean Across America Tour with demonstrations of our sweepers in cities all across the country. We met contractors of all shapes, sizes, fleets, and backgrounds. Behind every great sweeping company there was a reliable operator and a dependable piece of equipment.

Join Rusty & Earl, a sweeper driver and his trusty side kick, on their Adventures across America as they battle the elements and debris to clean up America. This newest installment to Sweeper Madness will be available this fall at www.nitehawksweepers.com/advantages/fun.

Maintenance Minute

The first episode in our new webcast series is a brief video demonstrating the proper way to adjust the relief valve. The relief valve works in conjunction with the rest of the hydraulic system to control the pressure needed to dump. The relief valve is factory pre-set at 900 psi and should only be adjusted after all the other possibilities have been exhausted.

This instructional and entertaining video is available online at www.nitehawksweepers.com/advantages/video. If you have any other questions about parts or service you can call us as 800-448-9364.

May Newsletter

2009-05-05T14:52:00.000-07:00

Thoughts from the Nest

At Nite-Hawk we build and sell the highest quality sweepers on the market. But it's not just our sweepers that make us who we are. We genuinely enjoy watching our customers become successful. It's nice to know our sweepers will do the job better and more efficiently than anyone else, but it's even more exciting to see when that translates into strong vibrant companies.

However, your equipment is only one large piece of your sweeping business. Please don't hesitate to ask us about any aspect of the pavement maintenance industry. Our goal is the same as yours. To either help you continue or become a successful profitable company. We are grateful to have the best customers in the world providing feedback, advice and sharing their business experiences with us.

If you have questions, or just want to run by some ideas, I or any of our staff at Nite-Hawk would be more than happy to speak to you. We can provide information on operations, finance, maintenance, human resources, advertising or virtually anything in between. Outlets like our new Partner Plus website are also helpful in providing examples and templates. No need to reinvent the wheel.

We have a passion for helping our customers succeed and are committed to making your priorities our priorities. And as Nite-Hawk moves toward the future, our team is eager to share exciting new innovations and opportunities with you. We'll continue to do our very best to provide you with the best products, warranty and service anywhere. We wish all current and potential customers the very best.

Enjoy our monthly newsletter and let us know if there are specific topics you would like to hear more about.

- Tracy Day, President

The Raptor Has Landed

Along with our best selling NH200-XLP and NH400-DX, Nite-Hawk introduces a new member to its potent product line, the all new Raptor. The revolutionary Raptor boasts a new innovative hydraulic power system that dramatically increases performance and productivity, without sacrificing our outstanding fuel efficiency. The Raptor's superior hydraulic system will change the way contractors view single-engine sweepers and their power capability; effectively eliminating the need for any auxiliary engine sweeper.

For more information on our new Nite-Hawk Raptor and other models please visit us online at www.nitehawksweepers.com or give us a call at 1.800.448.9364.

Maintenance Minute
The recommended maintenance schedule for Tier III emission Isuzu NPR chassis have been increased for the following items: Lube, oil, and filter - 6,500 to 10,000 Engine Coolant - 26,000 to 30,000 Brake Fluid - 26,000 to 30,000 Transmission Fluid - 26,000 to 30,000 Differential Gear Oil - 26,000 to 30,000 Power Steering Fluid - 26,000 to 30,000 Wheel Bearings Grease - 26,000 to 30,000

Partner with Nite-Hawk

2009-05-05T11:47:00.000-07:00

Whether you've been in business for 20 years or 20 minutes, Nite-Hawk Sweepers is dedicated to improving your business and increasing your bottom line with Partner Plus. Visit us online at www.nhpartnerplus.com for a tour of our new Partner Plus site. Sign up today and get the first 3 months free!

Maintenance Minute

2009-04-13T10:28:00.000-07:00

Check out our new maintenance video on relief valve adjustment. For this and other service questions you can contact us at 800.448.9364 or visit us on the web at www.nitehawksweepers.com.

A Proud Member of the Nite-Hawk Family

2009-02-27T16:35:00.000-08:00

Raptor Swoops Into Charlotte

2009-02-24T15:31:00.000-08:00

Thanks to all who joined us at the NPE Show in Charlotte, NC last week. Our Raptor was a big hit and we received a lot of positive feedback. We will be doing demos of the Raptor in a city near you. Give us a call if you are interested in taking a look at one.

NPE Show - Charlotte, NC

2009-01-28T14:10:00.000-08:00

Please join us at the NPE Show in February. Stop by our booth # 1048 and grab a copy of our "world renown" activity book and check out our all new NH Raptor. If you like what you see take it for a spin around the parking lot to see how it performs. We have complimentary show passes available. Give us a call at 800.448.9364 if you're interested in attending.

Year of the Raptor

2009-01-15T14:27:00.000-08:00

Our New Year's resolution is to continue providing you with the most powerful, efficient, and dependable sweeper available. We wish you a prosperous and positive 2009 from all of us at Nite-Hawk Sweepers.

See what all the buzz is about

2008-12-02T14:06:00.000-08:00

NPE West Show - Las Vegas, NV

2008-12-01T16:34:00.001-08:00

It was great to see so many of you at the NPE West Show in Las Vegas and join us in the unveiling of our new NH Raptor model sweeper. More information on our new NH Raptor model will be available soon on our homepage at www.nitehawksweepers.com.

Dana Enterprises Goes Green

2008-10-22T16:38:00.000-07:00

Going Green in Arkansas

2008-10-22T10:50:00.000-07:00

Happy Halloween

2008-10-22T10:44:00.000-07:00

Have a happy and safe Halloween from all of us at Nite-Hawk.

Recommended for Ages 5-12 and Sweeper Drivers

2008-08-26T10:33:00.000-07:00

Thanks to all those who artistically depicted our sweeper models and their drivers. Its not too late to send in a page of your coloring skills to us for a free prize.

Follow the Hawk on our Clean Across America Tour

2008-08-26T10:24:00.000-07:00

Send us your photos and a brief decsription to info@nitehawksweepers.com

We've Got Game

2008-08-22T12:14:00.001-07:00

Take a break and navigate your sweeper through the streets of Sweeper Madness.

http://www.nitehawksweepers.com/flash.asp?flash=/flash/SweeperGame.swf

Clean Across America Tour

2008-08-22T11:46:00.001-07:00

Our annual Clean Across America Tour is back and we will be coming to a city near you. Give us a call today at 800.448.9364 to see our powerful 400-DX or 200-XLP in action.

Update

2008-08-22T11:43:00.000-07:00

Please check back soon for pictures from our Clean Across America Tour. We will be coming to a city near you!

Welcome

2008-07-03T16:02:00.000-07:00

Thanks for visiting The Hawk's Nest!
This space will be dedicated to information regarding the sweeping industry, our customers, upcoming events, and all the extra stuff Nite-Hawk Sweepers do year round.