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.” The Power of Partnership How One Minority Dealer Is Growing His Vision By Jennifer Rafael, Executive Vice President & Partner, Midwest, DSMA CATA UP TO SPEED 20
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