Success in the automotive industry is rarely achieved in isolation. For Michael Manning, a minority dealer with over 27 years of experience, his journey from a small East Texas town to owning and managing multiple dealerships has been shaped by hard work, strategic partnerships and a commitment to excellence. His story is a powerful testament to how collaboration, mentorship and strong networks can open doors in a competitive field.
Manning grew up in Marshall, Texas, and entered the car business at just 19 years old. His inspiration came after seeing a friend drive a Chevrolet Camaro demo car. “He told me how lucrative the job was, and that was it. I started selling Hondas and never looked back.” Early mentorship played a pivotal role in his success. Manning credits his first general manager, Bob Shows, for promoting him to new car sales manager at the age of 21. “I could never repay him for that trust,” Manning says.
While navigating the automotive industry as a minority dealer hasn’t been without its challenges, Manning views these obstacles as opportunities. “There are definitely hurdles, but if you maintain strong CSI and RSI scores, there are many minority programs designed to support you. You just have to be ready to put in the work,” he explains. Manning’s guiding principle is simple: “Ladies and gentlemen doing business with ladies and gentlemen.” He believes in treating customers and employees with the same respect he would offer his own family.
Manning credits his experience during the COVID-19 pandemic for teaching him valuable habits. “Tough times create good habits,” he notes. His goal has always been to build a business where customers return not just to buy, but for ongoing service and support.
A key turning point came when Manning attended his first National Association of Minority Automobile Dealers (NAMAD) event. “It showed me that dealership ownership was truly attainable,” he shares. The relationships he formed through NAMAD helped open doors to future growth.
As his vision for growth expanded, Manning turned to Jennifer Rafael, executive vice president and partner, Midwest, at DSMA, for support. “[DSMA] has been instrumental in providing fresh perspectives on dealerships within their portfolio and offering invaluable due diligence,” Manning says. “Their hands-on approach ensured I never had unanswered questions. More than just a broker, [Jennifer] has been a true partner.” He credits their guidance with helping him stay focused and confident as his business expanded.
For Manning, trusted partnerships are key. “People want to do business with those who have integrity and come prepared. Get close to the people who are doing the work,” he advises. He also stresses the importance of representation in leadership: “We must reflect the communities we serve. Customers want someone who understands their experience.”
For aspiring minority dealers, Manning’s advice is clear: “Don’t doubt yourself. Hard work pays off. No one ever drowned in their own sweat.” He also reflects on his own path, wishing he had focused on a single franchise earlier to build credibility. “My eight years with Chevrolet were crucial in building a name I could stand behind.”
Manning’s work ethic is at the core of his identity. “I’m an early riser, always at the dealership before the doors open. I also volunteer on the board of the Boys and Girls Club, which keeps me grounded,” he says. His mother instilled a strong sense of responsibility in him from an early age. “At 11, my mother, my sister and I cleaned office buildings after school. That taught me the value of hard work and saving.”
Manning’s story highlights the power of mentorship, community and strong networks. His involvement with NAMAD and DSMA shows how these partnerships can elevate minority dealers. “Owning a dealership is more than just a career — it’s a legacy,” he concludes. “With the right support system, that legacy is within reach for anyone willing to put in the work.”
“If you don’t come from generational wealth, it’s your responsibility to create it,” Manning says. “Success is possible with determination and the right support.”
DSMA has played a critical role in Michael Manning’s growth, providing expert support in dealership acquisitions and expansion. Specializing in mergers, acquisitions and transitions, DSMA offers services like business valuation, deal structuring and post-acquisition integration. With a deep understanding of the automotive industry and a tailored approach, DSMA has helped Manning navigate complex growth opportunities with confidence.
Choosing the right M&A partner goes beyond simply completing a transaction; it’s about finding a trusted advisor who understands your vision and provides the strategic insight needed for long-term success. Whether expanding, acquiring or selling, DSMA ensures every step aligns with the broader business goals. This hands-on guidance has been essential in Manning’s journey, transforming challenges into opportunities and helping him build a lasting legacy.
To learn more about how DSMA can help you succeed, call (833) 650-4188 or visit dsma.com.
