We recently had the privilege of interviewing Ralph Howie, Managing Partner at Car Buying People. His journey from having a profound love for cars as a child to being in the present position dealing with cars is quite impressive. In this interview, Ralph shares his passion for cars, the major factors that inspired him to be in the present position, the challenges faced in his business, and the importance of having the right people on the team.
Car Buying People, is a retail car selling & buying dealer, emerging as a transparent and committed firm in the industry. Ralph Howie’s insight on effective teamwork, maintaining transparency in the business, understanding buyers’ requirements, gaining customers’ trust, and being flexible to start in this industry offers valuable lessons for aspiring entrepreneurs.
Career Overview
We started the interview by asking, “Which career path led you to where you are today?”
Ralph replied, “I have always loved cars. As a child, I used to get my toy cars and reenact all the car chases I saw on TV while dreaming I was the driver. Of course it took another 10+ years before I could legally drive a car. I bought and sold my first car when I was 18 and never turned back again.”
Boosting Factors To Develop The Company
We were curious about what inspired Ralph Howie to build his company. So, we asked, “What inspired you to develop the idea of your company?”
He shared, “There are many car retailers in the UAE, but overall, there needs to be more trust in the market. Customers worry that the price is too high, the car has a bad history, the kilometers are not actual, and so on. We saw an opportunity gap to build an utterly transparent business in both buying and selling cars and bridge the gap.
When we buy a car, we tell the customer precisely what our margin will be and pay what we promised initially, unless there are any significant faults.”
He added, “On the other hand, it is of utmost importance to understand the buyer’s preferences before you start wasting people’s time on test drives. Often, someone comes in looking for a MINI and drives away in a Ford Explorer SUV. When customers choose a car from us, they can feel confident about what they are buying. We do a thorough check on every vehicle and give a warranty. Our focus has paid off, and we are now one of the fastest-growing dealers in the UAE.”
Transformation Within The Business
To learn more about his business priorities over these years, we asked, “How have your priorities in terms of business evolved since you first started?”
Ralph shared, “Originally, we started as a pure car-buying business wholesaling cars to dealers. However, as the business grew, we noticed a big unsatisfied demand for late model good quality used cars. So we gradually transformed into a normal retail car selling and buying business to serve our customers better.”
Finding The Right People
Businesses and challenges are inseparable. So, we asked, “What are the most challenging situations your company overcomes?”
“It is tough to find the right people. When we advertised for a salesman, we received over 1,000 resumes. This is great, but the challenge was to see what we were looking for – a can-do attitude, self-motivated & customer-focused. Often, good people are referred to us as our company is well known, and we pay very well.
Another challenge is selecting the right investors to help grow the business. We have had several offers from investors, but finding someone who truly understood what we do was challenging.” Ralph replied.
Stand-Out Factors
To stand firmly amidst the tough competition, it is essential to have unique services and features. We asked, “What makes your company stand out from all the other businesses in your industry?”
Ralph shared, “People trust us. Over 50% of our business is from referrals and repeat business. Dubai can be a jungle, so trust is essential. We often get demanding customers with special requirements who keep returning because they know we will look after them. In addition, they know we can do everything – buying, selling, trading and finance.
The little things make a difference. Buying insurance online is hard, so we do it for you. It is confusing to pay a loan on a car you are trying to sell, so we do it for you.”
Metrics For Measuring Business Success
We asked, “What KPIs do you use to measure your business success?”
He continued, “Profit, turnover, volume, and others are all important, but what matters is customer and employee satisfaction. You need to look at your referrals, Google reviews, staff turnover, absenteeism, etc. You don’t have a business without the right people and happy customers.”
Effective Teamwork
Having the right team is paramount for the success of any business. We asked, “How do you build trust with your employees and boost productivity without causing burnout?”
Ralph Howie said, “Firstly, you must stand by your promises and prove them in action. Nothing is worse than a manager who promises the world for his team and does nothing.
Secondly, you have to practice what you preach – walk the talk.Dont ask people to do a job you wouldn’t do.”
“Thirdly, it is important for your team to know you support them with what they need and in difficult situations. Give people what they need with a clear direction, and they will thrive. Delegate wherever possible and let the team know you trust them. If they can’t do the job without your supervision, they are either the wrong people, or you didn’t train them properly.” He added.
Staying Updated With The Latest Trends
To learn more about how Ralph Howie stays updated with the latest shifts in the market, we asked, “How do you stay on top of new technologies and trends in your industry?”
He replied, “Networking is crucial as you need to stay in touch with people in similar businesses. I also like to attend industry conferences whenever possible to meet people and learn about the latest trends.”
Advice To Beginners, we asked Ralph Howie
Our last question addressing the beginners was, “What advice would you give starting entrepreneurs?”
“Have a clear picture of where you want to go, but be flexible about how you get there. The road to success is unpredictable, and you will make many mistakes. The final result may differ from your original goal, which is fine if the business is doing well.
Cash flow is king. It doesn’t matter how many sales you make; you have to receive the money; otherwise, you can’t pay the bills.” Ralph concluded.
Connect with Ralph Howie on LinkedIn.
