Enjoying what you’re reading? Sign up now.


Copeland Chevrolet: “Far Exceeds the Competition”

FOCUS screenshot tablet
Article Highlights:

  • Jason Pappas evaluated a wide range of CRM tools.
  • FOCUS overshadowed the competition with its ease of use and versatility.

It seems there’s a new CRM tool or feature every month or two. It can be a challenge for dealerships to cut through the noise and find the best solution. Most CRM tools don’t make selling any easier. More often than not, they have the opposite effect, adding inefficiencies and complications where there should be simplicity.

Jason Pappas, general manager of Copeland Chevrolet in Brockton, Massachusetts, and his team looked at several solutions before they found what they were looking for in Reynolds new CRM solution, FOCUS. In his own words, “We were completely blown away.”

For Jason, there are three key areas where FOCUS overshadowed the competition:


“Instead of navigating through multiple tabs or windows, FOCUS takes key pieces of information, such as leads, sales progress, and individual/team performance metrics, and accurately displays it on the dashboard in real-time. We don’t even have to refresh anything; it updates on its own. I can’t tell you how much time I save not having to navigate through several tabs to get the information I need and verify its accuracy. In a lot of CRMs, I would have the dashboard, desk log metrics, sales report, and several more windows open to get the same information FOCUS gives me on one screen.”

Mobile Capability

“I love that I get an overview of the entire dealership and can hold my dealership staff more accountable for things like follow-up and completing sales steps on the mobile app. I’m also a big fan of the mobile manager and instant messaging in FOCUS. We’re not always at our desks, so the fact that a sale can be completed from anywhere and we can communicate with each other and customers remotely is huge. Being able to do something as simple as send an instant message through our CRM and receive it on our phones in the app has really streamlined communication throughout the dealership.”


“In my experience using other CRM tools, a decent amount of training was always necessary to get everyone up and running. The amount of training needed to get people going on FOCUS was a fraction of that. We were able to attend remote training and make the transition slowly. The more our employees used FOCUS, the more they were bought in. Especially my management team.”

FOCUS redefines what a CRM tool can and should be. Furthermore, as a piece of the Reynolds Retail Management System, information and data can flow to other parts of the dealership without manual integration. Jason summed it up best when he told us, “stacked against other CRM tools in the industry, FOCUS far exceeds the competition.”

Share this Article

Senior Vice President, Marketing, Reynolds and Reynolds

Kasi Edwards is senior vice president of marketing at Reynolds and Reynolds. She is responsible for all marketing, including branding, advertising, communications, market research, and delivery of dealership marketing services. During her 23-year career with Reynolds, she’s built an accomplished background in sales, marketing, and product management.

Related Articles:

screenshot from episode 119 of the connected podcast

What a Car’s Worth — 3 Data Points to Consider

Dealers have known for decades that a unique market space requires a unique pricing strategy. That said, it’s always been difficult to quantify this logic.

Making a Difference Far Outweighs Selling Cars

Meet Peter. Dealer principal at Peter Boulware Toyota in Tallahassee, Florida. Former all-American at Florida State and former Super Bowl XXXV champion with the Baltimore

Greg Uland and Clint McLaren

Inventory Insights from Wiesner of Huntsville

For over a year now, low vehicle inventory has challenged dealers to think outside the box. Creativity is surely welcomed, but let’s not forget about

Interview portraits with Reynolds dealers

Retail Anywhere: Helping Dealers Across the Board

The automotive market is always evolving. Customers expect a top of the line buying experience not only at the dealership, but at home, the office,