Kitchin & Sons Are Lions of Industry With Family Pride in Their Work 
Fourth Generation Earns Industry Scholarship

By Margaret Beck Odom 
MEMA Staff Writer 

Reprinted with permission from Aftermarket Business magazine

While mergers and acquisitions change the landscape of the automotive aftermarket industry, Kitchin & Sons of Richmond, Ind., has remained a constant.

The secret to this successful manufacturers’ representative business can be summed up in a word – family. Four generations of Kitchins have built the business through competitive spirit, family pride, and hard work.

"We are a close-knit family and we are blessed to all be together," said Kitchin & Sons President Tom Kitchin. Sam Kitchin – Tom’s father – is the current chairman of the board of the company founded by his father, Harry G. Kitchin. Tom’s brothers Bill, Mark, and Tim, and Tom’s son Greg also work in the business.

In a business environment where even non-related partners have been known to quit speaking to one another, the Kitchins enjoy working together. "We never get mad at each other," said Tom. "We never have jealousy. We put the family relationship first and business relationship second. When you have that attitude, it all works out."

While a cooperative family spirit drives the business, Kitchin & Sons is a competitive force in the field. "This is not a business for sheep," explained Tom, "You have got to be a lion."

Kitchin & Sons still operates on the two business principles set out by Harry when he founded the company: "Represent your manufacturers in an aggressive, professional, and ethical manner, and give your customers the very best service."

Sons of (Automotive) Pioneer

Harry Kitchin owned a small spark plug and water pump manufacturing business with his father in Auburn, N.Y., during the automotive industry’s infancy. When competition from larger companies drove smaller firms out of the business, Harry became the first manufacturers representative for Duro-Metal Products, a hand-tool manufacturer. He moved to Richmond, Ind., where he seized the opportunity to open his own business as a manufacturer’s rep in 1928.

The business became a family affair in 1948, when Harry’s son Sam came on board. In 1971, Tom joined his father and grandfather at the firm, making three generations of Kitchins in the business. His brothers came into the family business as the years passed: Tim in 1974, Bill in 1983, and Mark in 1991. Tom’s son Greg became the fourth generation at Kitchin & Sons in 1994.

Tom notes that the business was never intended to become a family dynasty. "My father never spoke about business," he said. "There was never any pressure on any of us to join the business."

Tom and Tim joined the business straight out of college. Brothers Bill and Mark came into the business following successful careers in other venues.

Seventy Years and Beyond
Kitchin & Sons has served the same territory since it began: Indiana, Kentucky, Michigan, Ohio, Western Pennsylvania, and West Virginia. In addition to its headquarters in Richmond, the firm has branch offices in Detroit and Grand Rapids, Mich.; Evansville, Ind.; Louisville, Ky.; Cleveland and Toledo, Ohio; and Pittsburgh, Pa.

The company has represented Stant Corp. for more than 50 years.

It employs 20 sales professionals, many of whom have been with the company for years. "We have a lot of great people," Tom said. "We have very few personnel changes."
Fewer personnel changes mean that customers develop a relationship with their account representatives. "Our customers deal with the same person. They know who they are dealing with," Tom said.

Kitchin & Sons gives communicating and meeting the customer’s expectations a very high priority. "Our customers know that if we say it, it will be done," Tom said.

Chances are Harry Kitchin would scarcely recognize the industry today. "There are fewer manufacturers," said Tom. "Probably the most challenging part of the business today is that you have to be able to change – and adapt to change – more quickly."

Computers are an integral part of adapting to change. Kitchin & Sons has been fully computerized for more than ten years, according to Tom. Much of its day-to-day business is conducted by e-mail.

Kitchin & Sons now includes service, another change from Harry’s day. Service is the special province of Mark Kitchin. "Mark and four other staff members do not have any account responsibility. They are 100% service," Tom noted.

Development of the service department is one example of Kitchin & Sons’ flexibility. "We are always free to go our own direction," Tom said.

Kitchin & Sons have expanded and bought other representative agencies. "We are in the market to buy more today," Tom said.

Predicting what Kitchin & Sons will be doing during the next 70 years is difficult, but Tom Kitchin is sure that the family business will continue. "The strong and good will survive," he said. "It’s a big world with opportunity for everyone."

Kitchin & Sons is set for growth and opportunity as its fourth generation joins the family business. Tom’s son Greg is already a part of the business and his cousin Doug – Tim’s son –plans to join the family business after he graduates from college. Doug started at Notre Dame in 1999, with plans to pursue a computer science degree.

Fourth Generation Kitchin Won GAAS Scholarship
A lot of family pride is riding on Doug’s entry into the prestigious university. His family members are not only proud of his acceptance at the home of "The Fighting Irish," they are also proud that he’s attending with the help of an industry grant, the Global Automotive Aftermarket Symposium (GAAS) Scholarship.

Since 1995, the automotive aftermarket’s executives have gathered for a two-day program addressing the issues and trends affecting the industry and influencing its future. This program – the Global Automotive Aftermarket Symposium (GAAS) – has become the aftermarket’s premier educational conference.

Proceeds from the GAAS program are used to fund scholarships for undergraduate and vocational technical students preparing for careers in the automotive aftermarket – one of which was earned by Doug Kitchin.

The GAAS scholarship program is unusual in that its recipients receive two financial grants – one while in school to assist with tuition and an equivalent, second award presented after graduation and six months’ employment in the automotive field.

Details about the scholarship program are available from Lanae Brooks, University of the Aftermarket, 800/621-8648, 9237 Ward Parkway, Suite 106, Kansas City, MO 64114, www.univaftmkt.org.