A recent survey revealed that the average net worth of a Rolls Royce owner is over US$14 million and, as Frank Stamford found out, there is a brisk demand for the most luxurious cars on the market here in the UAE

You would be surprised by the range of people I meet looking to buy a Rolls Royce," says Englishman David McDowall, General Manager of the Prestige Cars Division at Al Habtoor Motors.

The 36 year-old father spends his work days surrounded by cars fit for a king - or a Sheikh - but points out that the keys to the Bentleys, Rolls Royce and Aston Martins in his car yard are finding their way into the hands of a greater range of people.

What is your background in the motor industry?
I served a four-year apprenticeship with Mercedes in London and then switched to Jaguar in 1989. In 1990 I came to the Middle East to work for the Saudi Royal Family, first as a service manager and then general manager for six years in Riyadh. They had a collection of cars that most people would not believe; everything you can imagine that is exotic and expensive! I arrived in the United Arab Emirates with Al Habtoor Motors in 1996.

What are your impressions of Dubai?
Very good and a lot better than Saudi! The lifestyle here is fantastic and allows me to take part in a whole range of sports. I love golf and diving and also motocross and go-karting. I have just bought my six-year-old son a KTM 50 and we have a lot of fun out in the desert together.

Tell us about the Prestige Car Division of Al Habtoor Motors?
The Prestige Motors section is six years old and sells Rolls Royce, Bentley and Aston Martin from two modern showrooms located on Sheikh Zayed Road and Deira. We also have the workshop in Rashadiya which is equipped with the latest in modern technology to offer a first class after sales service. We can also tailor a vehicle to meet special demands like inserting televisions in the headrests. We are proud of the service we provide and have received several awards because of it. Two of our mechanics came second and third in the UAE Mechanic of the Year competition last year. Most garages call such a facility a body shop, but we like to call it the coach work department because we can literally do everything there from re-upholstery and valeting to repairing vehicles substantially damaged after an accident.

Is it just new cars you deal in?
Absolutely not. We have also set up a used car facility and are selling cars in superb condition that are up to 17 years old. That shows the lasting quality of these vehicles. This is a new initiative and is quite unique in the luxury car world.

Is there a greater demand for luxury cars here than anywhere else?
There is a very high percentage of luxury cars compared to the head of local population. The manufacturers do not always say that the Middle East is particularly high but the figures speak for themselves. There are 679 of our vehicles out on the roads of the UAE ranging from a 1932 Phantom II to the Bentley Sedanca Seville, a special model retailing at Dhs1.6 million.

What sort of person buys a Rolls Royce?
A recent survey said that the average Rolls Royce owner is aged between 40-65, is a partner or president of their own business and has a net worth of $14.4 million. The survey said that that person will already own six other cars. Here in the UAE it varies a lot more though, I have had one customer as young as 22. The figures for the Bentley vary again but that seems to be the more popular choice for the younger driver of today.

How long do people generally keep hold of a luxury car for?
Most of the owners keep them for life, they do not return them very often. The lifespan of these cars is unlimited and that is reflected by the numbers on the roads. One pattern that is changing however is the use of these vehicles. They are being used a lot more frequently these days. Gone are the days when the Rolls was just pulled out of the garage on a Sunday.

Where do you see the luxury motor industry in Dubai being in 10 years time?
There is no sign of the luxury car industry slowing down here which is obviously a trend I hope will continue. Bentley is producing a new model by late 2002 at a competitive price which should increase sales in the upper luxury bracket.

Is your company car a Rolls Royce?
Unfortunately not!

What is it then?
My company car is a Mitsubishi Pajero but my private car is an 1986 Aston Martin V8 saloon.

What is the most important ingredient to running a successful division?
To offer a unique customer service of the highest quality. Customer contact is always important even after a purchase has been made.

Recently one of our Omani customers wanted to drop by on a Friday to view the workshop and we gladly opened it up specially for him. Customer satisfaction is our prime goal.

What is the best piece of advice you have been given?
Always listen to the customer.

Do you have any interesting stories from your career?
I used to look after the cars of a very wealthy Saudi gentleman. I once found documentation for a Ferrari which we had never seen. I followed it up and discovered it was in Geneva and had been there for four years.

The gentleman had simply forgotten it was there! Mind you he had a huge collection of cars.