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Interview with Hitchcock Automotive

Ted Hitchcock and Howard Hakes

Sponsored Content From Kerrigan Advisors
This content was paid for by an advertiser and produced by the Automotive News Content Studio.
May 30, 2022 08:00 AM
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    Frederick “Fritz” Hitchcock

    Frederick “Fritz” Hitchcock, Founder of Hitchcock Automotive, Past Chairman of the AIADA, Co-Founder of the AFIT-PAC, Past President of CNCDA

    Hitchcock Automotive sold its remaining three Toyota dealerships in February 2022 after the passing of its legendary founder, Frederick “Fritz” Hitchcock. Toyota of Santa Barbara and Northridge sold to Van Tuyl Companies and Puente Hills Toyota sold to Kaminsky Automotive. Kerrigan Advisors represented Hitchcock Automotive in the sale and had the opportunity to interview Ted Hitchcock, son of founder Fritz Hitchcock, and Howard Hakes, President of Hitchcock Automotive, after the sale.

    Why did you decide to sell Hitchcock Automotive?

    Howard Hakes: At the beginning of 2021, we had no intention of selling Hitchcock Automotive. Fritz, Ted, and I were enjoying the business and believed the next few years would be incredible for auto retail. But tragically Fritz passed away unexpectedly last August and that changed everything. His estate plan stated we should sell the stores in the event of his passing, so we proceeded down that road.

    Ted Hitchcock: This was a very difficult decision for me and my family. The passing of my father, a legend in the car business and the founder and patriarch of Hitchcock Automotive, was devastating. I was born and raised in the car business, working alongside my dad. To suddenly sell the dealerships after his passing was one of the hardest things I have had to do in my career.

    As a family-run business, what was the most challenging part of the sale?

    Ted: There is no question the hardest part of selling the business is that it felt like an end of an era for our family. My dad loved two things: family and the car business. I grew up surrounded by everything automotive. He was so well connected in all aspects of the industry from his involvement in lobbying for OEMs like Toyota to his leadership of associations like the American International Automobile Dealers Association (AIADA) and the California New Car Dealers Association (CNCDA). Toyota designated an internship in his honor, AIADA has a grassroots award in his name and CNCDA’s Sacramento showroom is named after him. While the sale of Hitchcock Automotive was a difficult decision for us, we are happy to know my dad’s passion for the car business will live on with these industry recognitions.

    Howard: I have loved being in this business for most of my career and working alongside Fritz. We consider all our employees like family. I think that was the hardest part about selling for me – having to say goodbye to hundreds of long-term employees who supported Hitchcock Automotive throughout the decades we have been in business. Our relationships with our longstanding employees, as well as our many industry friendships, will be what I miss most about the business.

    "Picking buyers who would continue Fritz’s legacy of exceptional customer and employee service was of the utmost importance to Ted and me."


    — Howard Hakes

    Fritz Hitchcock was a visionary and a leader in our industry. In choosing a buyer for the Hitchcock dealerships, what factors did you consider?

    Howard: Fritz was a car dealer’s car dealer – he did not just care about his own stores, he cared about the industry, and he gave back to the industry that he loved every day. His mission in life was to make the car business as good as it could be. He truly lived the motto that the customer comes first, and he also believed passionately in treating employees well. As you can imagine, picking buyers that would continue Fritz’s legacy of exceptional customer and employee service was of the utmost importance to Ted and me.

    Ted: While it would be hard to fill my dad’s shoes in the business, we were happy to see Larry Van Tuyl, another legendary car dealer, acquire our Santa Barbara and Northridge Toyota stores. My dad always admired Larry and his success in the car business, and we felt he would be an excellent steward of those stores. Also, we have known the Kaminsky family, who acquired our Puente Hills Toyota store, for decades. The late Bob Kaminsky was a close friend of my dad’s and I know he would be pleased to know that Bob’s sons, Greg and Gary Kaminsky, are now the owners of that store.

    What surprised you about the sale process?

    Ted: I was surprised by how quickly the sale process went with Kerrigan Advisors. They really managed everything for us to make sure that we did not miss a detail, helping us every step of the way, including managing the entire due diligence process with the buyers. That was invaluable to us and made for a very efficient closing.

    Howard: In addition to the speed with which Kerrigan Advisors managed the sale process, I was impressed by the strength of the Toyota brand in the marketplace and the excitement for our stores. We have always believed Toyota is the best franchise in the business and this sale process really confirmed that for me. The demand for Toyota franchises, even in a more difficult auto retail market like California, was incredible. I am grateful to the people at Toyota for all they do to ensure their dealers are successful. It really shows in the tremendous buyer demand for their franchises and the high valuations they receive.

    How did the changes coming to auto retail (digital retailing and electrification) impact your decision to sell?

    Howard: Today’s automotive-retail environment is evolving seemingly daily with new announcements about electrification, connectivity, and digital retailing. While I am confident dealers will continue to find ways to succeed no matter what challenges the future holds, I do think the business will be quite different in the decades to come, especially in metro markets where technology is adopted more quickly. That was certainly something we discussed with Fritz a great deal and played into his estate plan for his dealerships.

    Ted: I think the next decade is going to be interesting to watch as we see electric vehicles and new power trains enter the market in a meaningful way. I am excited to see how dealers adjust as the industry and vehicles change so dramatically and online sales becomes a bigger part of the retailing model.

    What do you think will be the biggest challenges for private, family- owned and operated dealership groups over the next decade?

    Ted: As these businesses become more valuable, it is harder for family- owned groups to acquire them, particularly top franchises like Toyota. I think we will see more consolidation with larger groups owning a larger percentage of the market, particularly in major metro areas.

    Howard: With the big auto groups getting bigger, I think it will become a harder business for the single-point dealers in the future. I expect more families, like ours, will decide to sell rather than try to navigate the changes coming to the industry, especially if valuations stay so high.

    Why did you choose Kerrigan Advisors?

    Howard: I have had a relationship with Erin and Ryan Kerrigan for the last 10 years. Fritz always admired their hard work and dedication to their clients, many of whom were friends of ours. The easiest decision we had to make in this whole process was choosing Kerrigan Advisors. They really do handle everything for their clients, from preparing the financials and finding the best buyers to managing the whole due diligence process and ensuring a smooth closing. We always knew they were good at what they did, but this sale experience proved to us they are the best.

    Ted: Fritz always respected Kerrigan Advisors and the business Erin and Ryan built. Their team is exceptional at everything they do and, like us, they put their customers first. They were the only firm we considered.

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        • Big Ass Fans: Reducing risk and productivity loss with Big Ass Fans & evaporative coolers
        • CDK Global: Shoppers make clear the service features they want
        • Capgemini: Unlocking the next turn in the mobility roadmap
        • Champ: The history of titling and the cost of human error
        • Cox: Automation and the future of automotive retail
        • Cox: Transformation toward eCommerce in automotive retailing
        • Cox: Transforming F&I for Automotive eCommerce
        • Deloitte: ACCELERATING DIVERSITY, EQUITY AND INCLUSION
        • Easycare: Reinventing the service contract for EVs
        • Easycare: The importance of benchmarking your reinsurance performance
        • Effectv: Why “Customer Lifetime Value” Should Be the Auto Advertising Buzz Word for 2023
        • Experian, GroundfTruth and Spectrum Reach: Dealership marketing: Navigating automotive advertising in a post-pandemic world
        • Experian: Evolving identity beyond the “who” to enable the “how”
        • Experian: Three steps to adapting to constant change in automotive marketing
        • HAIG: BUY-SELL Q&A | Valuing dealerships In uncertain times
        • Haig Partners: Buy-Sell Q&A: Where the Automotive M&A Market is heading
        • Haig: Buy-Sell Q&A | Navigating partial dealership sales
        • Haig: Buy-Sell Q&A: Future-proofing your dealership
        • Haig: Buy-Sell Q&A: What is the value of an M&A advisor?
        • JM&A Group, Easycare, Assurant: Unlocking new opportunities in F&I with digital retailing
        • Kerrigan Advisors: Interview with Baxter Auto Group
        • Kerrigan Advisors: Interview with Hitchcock Automotive
        • OEC: How to understand what customers are saying when they’re not saying it
        • PACE: Electrification Technology: Once the supply chain gets over the shock, EVs offer opportunities
        • Pace Program Navigating advanced driver-assistance systems
        • Phone Ninjas: 5 Reasons you need to use phone scripts for your dealership
        • REYNOLDS & REYNOLDS: Creating great retail customer experiences
        • REYNOLDS AND REYNOLDS: Are you ready for the FTC Safeguard Rule changes? Take this quiz to find out
        • Rey and Rey: Automation and the future of automotive retail
        • Siemens: The impact of vehicle electrification and connectivity on electrical system design
        • Spectrum Reach: Playing to win: How automotive dealers can capitalize on sports marketing
        • Swiss Re: Insurers and car manufacturers: how to unlock the potential of true collaboration
        • Text2Drive: Digital retailing meets the service department
        • Trimble: The future of autonomous vehicles speeds ahead
        • Truist: Capitalize on the changing structure of auto retailing
        • Truist: Prepare now for the next era of automotive retailing
        • Urban Science: Promoting dealer-consumer alignment across continued industry evolution
        • Walbridge: Video | Walbridge Chairman on how automotive companies are navigating the electrification boom
        • Western Digital: To Meet Consumer Demand, Automakers Must Double Down on Agile Development
        • Wipro: How to address safety and security for software-defined vehicles
        • Wipro: How today’s tech decisions drive tomorrow’s sales
        • Wipro: Software Helps Address the Affordability Challenge
        • Wipro: The Promise of Software-Defined Vehicles and the Cloud Car Ecosystem
        • Wipro: Video | Wipro CTO on how OEM's are leveraging software-defined vehicle technology
        • Notarize: What to expect for the future of auto sales
        • Seagate: Unlocking value from connected-car data
        • Amazon Web Services: AI-powered supply chain decision-making
        • Epic Games: Five ways in-car designs will change in the next five years
        • Haig Partners: How are dealerships being valued today?
        • Haig Partners: Dealership consolidation trends
        • Haig Partners: Dealership valuation trends
        • Haig Partners: Dealership succession planning
        • Ally: Navigating the future of automotive retailing
        • Google: How a century-old brand is transforming the auto industry
        • Car Wars: Is a Rise in Service Leading to Poor Customer Satisfaction?
        • Solera | DealerSocket: Four real-time integrations that can save your dealership time
        • Solera | DealerSocket: Time for a new pre-owned pricing tactic
        • Kerrigan Advisors: Blue Sky Update Q4 2021
        • Qualcomm: Trading multi-year design cycles for on-demand features and experiences
        • Twitter: EV adoption is happening...in an unexpected place
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