Dealer Profile: Galpinized

Mega dealer Galpin Ford and Galpin Auto Sports share success stories.

In the center of the San Fernando Valley—just north of Universal City and Los Angeles and right next to the infamous San Diego/405 Freeway—is Galpin Ford, a family-owned and operated dealership since 1946. Galpin has been named Ford Motor Company's "number-one" dealership in car and truck sales for 17 straight years and is also first in inventory size, with more than 4,000 new vehicles on hand. Galpin also has seven other vehicle brand franchises: Aston Martin, Honda, Jaguar, Lincoln, Mazda, Mercury, and Saturn.

Today, we take a look at Galpin Auto Sports (GAS), a factory and aftermarket custom style and performance center, where all new and used Galpin vehicle customers and independent service providers (ISP), car and truck clubs, and even John Q. Public, can have virtually any make or model vehicle modified. GAS has a large, almost breathtaking, showroom and a huge service center.

CORPORATE PROMOTIONS

GAS has been part of the Galpin family enterprise for many years and is conveniently located across the street from the huge Galpin Ford dealership on Roscoe Boulevard. According to GAS Service Manager Matt Hicks, GAS is promoted in many ways; number one is through a weekly advertisement in local and regional dealership newspaper ads. It also regularly hosts club meetings with as many as 130 members and their vehicles on hand. As such, word-of-mouth business is always ongoing and very positive.

From my major dealership work back in the mid 1960s, I learned that customers were thrilled to have their dealership's professionals install not only optional factory equipment, but also aftermarket items. Hicks tells us that almost every day, Galpin customers buy a new or pre-owned (used) vehicle, then walk or drive across the street where they consult with the friendly and informative GAS sales personnel before having their car or truck modified and "dressed up." GAS also services ISPs and is doing more wheel/tire, exhaust, chassis, and custom work for other shops because it makes economic sense.

GAS CERTIFIED STAFF

Every Galpin technician is Ford-certified, ASE-certified, and more, according to Hicks. The Specialty Equipment Market Association (SEMA) is presently creating "SEMA Certified" programs for a variety of automotive systems in which GAS will soon take part.

Galpin Ford has been involved in the big SEMA Show in Las Vegas for many years—primarily as a custom vehicle provider—and plans to have its own display booth in the future. In past years, many fellow SEMA-member firms have displayed a Galpin custom vehicle in its booth to show off its latest products, most notably, Grant Steering Wheels. So, when you see a Galpin Ford product on display at the SEMA Show this year, remember GAS performed the work and can easily do the same for you. One hand indeed washes the other.

GAS has a lineup of talented technicians who are used to working in both business-to-business situations and directly with consumers. They take the time to answer questions all day long, which is one reason why repeat business at GAS is so strong. Small shops benefit greatly from dealing with Galpin Ford and GAS because the parts are available, installation is generally immediate, and the workmanship is excellent.

PRE-ORDERING PARTS FOR QUICKER REPAIR SERVICE

Both Galpin Ford and GAS pride themselves in customer service. Having the right part for quick and timely removal and replacement (R&R) is a key part of their daily equation. You can't be number one for 17 years running in both new car and truck sales without having your entire operation—including the "back" shop with FoMoCo and aftermarket-parts channels—well-greased and operating smoothly.

DAILY PROMOTIONS

Hicks is but one of many masters of promotions within the Galpin Ford business umbrella. Located in metropolitan Southern California, Galpin's recent gift-certificate program at the Playboy Mansion went over very well. Talk about steppin' up. Celebrities appreciate the perk. They tell their friends to "Go Galpin" and new friends are made. Life is good.

ATTRACTIVE VISUALS

Dealership shop bay areas increasingly have become much more eye appealing in recent years, GAS included. During our visit to Galpin Auto Sports, we noted clean, painted floors, multi-colored walls with lots of photos, and dozens of '50s pinstriped wall-mounted technician containers. Visual cues such as these help customers relax and raise GAS' visual stature immensely to both wholesale and retail customers.

In addition to certification, Hicks says each Galpin technician is a bonified "car guy or gal." Chris Whitney, GAS shop foreman, owns three 1966-67-era big-block Ford Fairlanes and is an NHRA record holder and national event class champion. Fords are his life. For Galpin, that's a win-win!

A PERSONAL CONNECTION

I first met GAS Sales Manager Steve Carpenter some years ago, back when he was just a teenager. His father, Phil Carpenter, was an editor at Argus Publishers Corporation and I followed him into the editor's chair at Super Chevy magazine. We were also staffers for Popular Hot Rodding magazine. Exceptionally knowledgeable on his product line, Steve was destined for the job he presently holds. Thanks to his father, Steve is also an expert on custom and vintage cars. His knowledge and enthusiasm for the car business is good for all Galpin customers.

Another way Galpin Ford and GAS succeed is by maximizing their managers' intertwining capabilities. Each knows the other's responsibilities and they communicate well. As we stood behind the scenes, we witnessed both managers and technicians quickly teaming up to help a new Ford GT customer who thought he had a problem. He sought assistance for a noise coming from his supercharged engine. Whitney quickly diagnosed the so-called "problem" and then carefully explained to the customer the air-conditioning clutch was engaging and disengaging and there was no need to worry. The customer then sped off to Willow Springs Raceway just north of Lancaster, California, for some hot laps.

GAS CUSTOM CREATIONS

GAS sells parts for and works on all makes and models—not just Ford. On location there was none other than "Mad Mike" from the MTV show Pimp My Ride working on an ancient Chrysler woody convertible powered by a late-model HEMI engine and owned by television actor Brad Garrett. A section of the GAS warehouse is used as the show's filming studio.

SUMMING IT UP

From custom paint and body modifications to exhaust systems, drivelines, engines, interiors, stereos, brakes, chassis, wheels, and tires, Galpin Ford and Galpin Auto Sports offers something for everyone in terms of modifications. We initially assumed their new-and used-vehicle sales numbers were so large that filling up the service bays would be easy. Well, it's a two-way street. Offering customers modified rides helps increase sales, and selling so many new and used vehicles gives GAS a large pool of potential customers.

Hicks and Steve Carpenter seem to agree. "As a team, we've got to deliver—and we do," said Hicks. "This is a fun place to work. Our ongoing job is to build the business and one way to expand is on the wholesale side—to let shops and ISPs know what we can do for them. Many times we can offer quicker, faster service and a larger array of parts and accessories. This way, the wholesale customer is happy and the retail customer is happy. It's a win-win situation."