One of the keys to business success for Thomas Tso is to never look back. When he arrived in Canada from Hong Kong in June of 1990 he had a business plan. There were challenges ahead, but Mr. Tso was determined to succeed. As a result, he runs a successful automobile sales and service dealership with plans for significant expansion.

"I came here when the economy was in a recession," he explains. "For the first few years it was very difficult. But it wasn't a bad time for me to set up a business. People had more time to help me set up the dealership."

"I want my customers to enjoy a one-stop service."

Before emigrating, Mr. Tso operated a furniture supply business as well as a used car dealership in Hong Kong, which his family still owns. His first choice was the furniture business, followed by the car trade. "I had experience in those businesses, and it would be easier to set up than start a new business in a new country," he says.

He ruled out the furniture business because he decided the product he was dealing with in Hong Kong was not really suited to the Canadian market. Mr. Tso decided instead to buy a Petro Canada service station franchise. A franchise purchase was the best way to go, he believed, because "in Canada there are lots of regulations to deal with and it's easier when you start with an established business."

"Canada is a very systematic country with a lot of regulations, but if you take the time to learn them, it is not a problem," he says. He adds that, before he made the 1990 purchase, the Ontario Ministry of Economic Development and Trade helped him in his search of businesses and in dealing with government regulations.

The gasoline station business was part of the learning process. He retained it as a second business after he applied for the car dealership franchise, purchased the land at a separate site, and opened his automobile dealership in 1992. From the number and cultural diversity of his customers at the gas station, he knew that a successful business could be structured to suit the variety of cultural backgrounds of his potential client base.

He has a staff of 30 and his employees reflect that cultural diversity. "That's why I employ people from different backgrounds - to serve a diverse client base, " he says. His staff can converse with clients from China, Korea, the Philippines, and Eastern Asia, as well as speaking English, Spanish, and German. His multilingual staff has allowed Mr. Tso to build a business that not only sells automobiles - more than 900 sales in 1997 - but also provides repairs and accessories. "I want my customers to enjoy a one-stop service," he says.

Mr. Tso overcame the early challenges and, by taking one step at a time, is now in a position where he plans to expand his business by 30 per cent over the next few years. "That's why I suggest that people plan carefully and don't look back," he says.