The company.

• Author: Heffes, Ellen M.
• Position: THE OFFICE - Company overview

Natick Auto Sales Inc., doing business as MHQ, for Municipal HeadQuarters, the brand used for the business. MHQ is a supplier of vehicles and equipment for public safety. The business is split roughly 50/50 between law enforcement and public works.

Founded: 1989

Headquarters: Marlborogh, Mass.

Revenue: $90 million annually

Company Status: Privately held

Number of employees: 100

Website: www.mhq.com

How did the company get started?

The business was started by Charles Ribakoff (the current owner) as a means to sell more vehicles by installing equipment on police cruisers. At the time, Charles and his father owned several automotiverelated businesses in the Worcester, Mass., area. These businesses were automotive franchises and leasing companies.

Over time, the business expanded and grew to the size it is today by developing a one-stop shopping philosophy tor supplying municipal customers. This was a unique approach to the market, which has subsequently made MHQ a leader in the New England region.

The company upfits roughly 2,000 vehicles annually for law enforcement.

Several years ago, MHQ saw an opportunity to apply the same philosophy to the public works market and has become an industry leader in that market, too.

MHQ provides the widest assortment of vehicle upfitting, installation, fabrication, repair and detailing services. Our state-of-the-art facilities are equipped with the latest technologies including paint booths, diagnostics, in-house machining and more.

The company offers selections of lighting, accessories, speed enforcement, radio communications and gear, and maintains professional alliances with virtually all of the industry's top manufacturers.

The headquarters and main installation center is in Marlborough, Mass., occupying more than 100,000 square feet, and we provide nationwide service through our catalog division.

How has the business model changed?

The business model has evolved to a "total solutions" concept. MHQ provides service to municipal customers from the specification of the vehicles, in addition to equipment through delivery of the final product and postsale services.

What about competitors?

Our competitors include Adamson Industries, local automobile dealerships and small installation shops.

Current challenges?

Managing the current transition to more fuel-efficient vehicles and managing the transition of the Ford Crown Victoria to new platforms.

Municipalities across the country are under increasing pressure...