March Newsletter

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

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

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

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

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

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

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.