driversselect: How Steve Hall Found the Ignition Point to Disrupt the Used Car Industry

Strategy at Scale

When I asked Verne Harnish, who he recommended we interview to gain insights into effective scaling strategies, Steve Hall was one of the first names he mentioned—and for good reason. As the founder of driversselect, Steve transformed the used car retail industry through innovative business practices and a strong organizational culture that drove exceptional performance. His journey culminated in a successful acquisition by Sonic Automotive, one of the largest auto retailers in the U.S.

What sets Steve apart is his ability to combine analytical thinking with heartfelt leadership. He not only mastered the operational and financial levers necessary to outpace competitors—such as minimizing inventory costs, maximizing turnover rates, and streamlining cash flow—but also fostered a culture that aligned with these strategic goals. This dual focus resulted in reduced employee turnover, heightened engagement, and a scalable business model that stands the test of time.

In this episode, we delve into:

• How Steve pinpointed inefficiencies within the used car industry and crafted a business model to capitalize on them.
• The four core values that enabled him to cultivate a high-trust, high-performance culture.
• Why prioritizing employee retention was just as crucial as boosting inventory turnover—and the strategies he implemented to achieve both.
• His unique approach to leadership development, emphasizing continuous feedback over traditional annual reviews.
• The role of strategic transparency, particularly during challenging times, as a competitive edge.
• Key lessons in scaling that any entrepreneur can implement in their own journey.

Steve’s story exemplifies the art of scaling with both precision and purpose.
Let’s dive in with Steve Hall.

Thanks for listening! This episode is brought to you by Kaihan Krippendorff of Outthinker Networks and Verne Harnish of Scaling Up.