Jesse Stoddard: Hey. Hello.
Jessica Crossman: Hello.
Jesse Stoddard: Hi, Jessica. How are you today?
Jessica Crossman: Good.
Jesse Stoddard: I’m great.
Jessica Crossman: How are you?
Jesse Stoddard: I’m great. Thanks for taking time to
Jessica Crossman: Yeah.
Jesse Stoddard: meet.
Jessica Crossman: No, I’m excited. I like doing this
Jesse Stoddard: Awesome.
Jessica Crossman: stuff.
Jesse Stoddard: Yeah. Um and you’re good at it, too, so that’s nice.
Jessica Crossman: I’m trying to walk in your
Jesse Stoddard: Some some people we’ve had We we well some people we’ve had have had a hard time
Jessica Crossman: footsteps.
Jesse Stoddard: like just even talking about their business. So it’s sometimes it’s easier and sometimes it’s harder for us.
Jessica Crossman: really is it like dragging it out of them and being like, “Come on
Jesse Stoddard: Yeah, it depends. Yeah, everybody’s different, you know.
Jessica Crossman: now.”
Jesse Stoddard: So, um Josh is usually like just barely getting in here and you know and he’s super busy, so I try to make it a little easier for him. But I’ll just while we’re waiting for him,
 
 

00:00:53

 
Jessica Crossman: Okay.
Jesse Stoddard: I’ll just kind of give you the format’s really easy. We have like we have questions.
Jessica Crossman: Yep.
Jesse Stoddard: It’s just we don’t have to stick to it. It’s not that hardcore. Like we’re not like you got stick to our questions.
Jessica Crossman: Okay.
Jesse Stoddard: I I typically ask sort of more of the generic questions, you know, tell us about how you got into the industry, what’s your story,
Jessica Crossman: Of
Jesse Stoddard: you know, that kind of stuff. And like where you know, what do you guys do? And and just kind of keep it that. And then Josh throws in the color commentary.
Jessica Crossman: course he
Jesse Stoddard: Yeah. if he wants, if he’s feeling like it, you know. Um, we like to talk a little bit about SEMA,
Jessica Crossman: does.
Jesse Stoddard: but not like the whole call. So, it’s what we want to do is make sure we talk about you and your story and your business that you’re currently working in, you know, because we like to give it a little you guys a plug.
 
 

00:01:41

 
Jesse Stoddard: And then and then we also want a little bit of time just about SEMA, Sema Pro specifically. Um,
Jessica Crossman: Yeah.
Jesse Stoddard: and but you can also, you know, if you feel inspired to talk about something that’s fine, you can just I mean, you can whatever you want, right? But we we just want to make sure that we don’t forget to talk about certain things.
Jessica Crossman: Okay.
Jesse Stoddard: So we want to make sure that we talk about the the business.
Jessica Crossman: Okay.
Jesse Stoddard: Um and are your the owners there fine with you doing whatever you want and obviously you can promote your business and all that
Jessica Crossman: Yeah.
Jesse Stoddard: stuff. So and then at the end we’re going to ask you like about websites and how to follow you guys on social and stuff.
Jessica Crossman: Yes.
Jesse Stoddard: So you just want to make sure you don’t forget to mention that.
Jessica Crossman: Awesome.
Jesse Stoddard: But I’ll I’ll be asking. So yeah, any questions on that?
Jessica Crossman: Okay. Um, I don’t think so.
 
 

00:02:23

 
Jessica Crossman: I mean, it seems pretty legit from the last time that we did it, too.
Jesse Stoddard: Okay. Yeah.
Jessica Crossman: So,
Jesse Stoddard: Yeah. It hasn’t changed that much.
Josh Poulson: Oh god, why do we have her again?
Jessica Crossman: Oh my god. What is the background? I have PTSD right now.
Josh Poulson: Good. Yeah, I wanted you to feel the full effect of 2 feet of
Jessica Crossman: Trust me,
Josh Poulson: snow.
Jessica Crossman: we’re at three feet of snow, but we think that the the 20 ines that we’re supposed to get next week could actually stay warm enough that it’s going to be rain.
Josh Poulson: Oh, you’re supposed to get another 20.
Jessica Crossman: Mhm.
Josh Poulson: Jeez,
Jessica Crossman: Yeah.
Josh Poulson: that’s like breaking all the records.
Jessica Crossman: I keep sending my husband links to houses in like North Carolina,
Josh Poulson: That’s right.
Jessica Crossman: Florida.
Josh Poulson: That is right.
Jesse Stoddard: That’s awesome. Well, I’m gonna get us started and Jessica just I’ll just do a quick intro here and I’m just going to say you’re from Boston Truck
 
 

00:03:09

 
Josh Poulson: Cool.
Jesse Stoddard: and Van for now. Okay. And then we can bring up the SEMA stuff a little a little further in.
Jessica Crossman: Okay.
Jesse Stoddard: Is that cool? Okay. Great. I’ll just do a quicker intro and then we can jump right in.
Jessica Crossman: Yeah.
Jesse Stoddard: All right. Welcome to another episode of the Ride and Style podcast. Today our guest is Jessica Crossman from Boston Truck and Van. Hi Jessica. Thank you for being here.
Jessica Crossman: Hello. Thank you for having me.
Josh Poulson: We have the queen back again. Episode two,
Jessica Crossman: A second time.
Josh Poulson: a second time. Wow.
Jessica Crossman: A second
Josh Poulson: We I is Jesse,
Jessica Crossman: time.
Josh Poulson: correct me if I’m wrong. Is this the first guest we’ve actually had come back? I know we’ve asked a lot of people uh or we’ve said,
Jesse Stoddard: Yeah.
Josh Poulson: “Hey, we’ll have you back.” But I think Jessica might be our
Jesse Stoddard: Well, and we,
 
 

00:03:56

 
Josh Poulson: first.
Jesse Stoddard: you know, we have the the the some of the restylers from Pro from Pro Cup Challenge be on a couple times.
Josh Poulson: It’s true. It’s true.
Jesse Stoddard: Depends on if you take that.
Josh Poulson: Let’s just say yes. Let’s just say yes.
Jesse Stoddard: Yes. Yes.
Josh Poulson: It It’ll make the queen feel better.
Jessica Crossman: Yeah. I was gonna say boost me up a little
Jesse Stoddard: Yes.
Josh Poulson: Yes.
Jesse Stoddard: Yes.
Jessica Crossman: bit.
Jesse Stoddard: Yeah.
Josh Poulson: Yes.
Jesse Stoddard: It don’t count anyway. The Pro Cup challenge.
Josh Poulson: Yeah. Those didn’t count.
Jesse Stoddard: It doesn’t even count.
Josh Poulson: Those didn’t count.
Jessica Crossman: Yeah.
Josh Poulson: So, this this is legit. Jessica,
Jessica Crossman: No.
Josh Poulson: so Boston in the house. So, why don’t I have a question first of all before Jessica gets started. Why don’t you have a Boston accent?
Jessica Crossman: So, it’s funny. Everybody asks that and it’s if you go like deep into Boston, it’s super super thick.
 
 

00:04:31

 
Jessica Crossman: But once I start getting animated or excited about something and talk fast, you’ll hear it. Um I think last year, was it last year? Yeah, when we were at the LRP, you tripped and I said, “Are you all right over there?” And you stopped and I was like,
Josh Poulson: Oh yeah.
Jessica Crossman: that was the first time I ever And I was like,
Josh Poulson: I was like,
Jessica Crossman: “Why are you looking at me like that?” You’re like, “You are from Boston.” Yeah.
Josh Poulson: “Yeah, cuz you said over there.” Something like that. Yeah.
Jessica Crossman: Yeah.
Josh Poulson: Yeah.
Jessica Crossman: But it stopped you in your track.
Josh Poulson: Okay.
Jessica Crossman: I’m very happy that I don’t have the thick accent, though.
Josh Poulson: But you are from Boston, right?
Jessica Crossman: Yep. I’ve lived here my whole
Josh Poulson: Isn’t that J Jesse? I mean, right. I mean, you talk to somebody from Boston, you would tell immediately they’re from Boston,
Jessica Crossman: life.
Josh Poulson: but Jessica fools and fools me. So, maybe I were you thinking about going into like a network broadcasting on TV reporter or something?
 
 

00:05:20

 
Josh Poulson: Because that’s that’s usually how the white people manipulate their
Jessica Crossman: No. So,
Josh Poulson: accent.
Jessica Crossman: actually in real life growing up, I wanted to be a nurse.
Josh Poulson: Wookie.
Jessica Crossman: Yep.
Josh Poulson: Fair enough.
Jessica Crossman: So close to the auto industry.
Josh Poulson: Yeah,
Jessica Crossman: They go hand in hand.
Josh Poulson: I was like, you now upfet Vans. Okay,
Jessica Crossman: Yes. Yep.
Josh Poulson: got it.
Jessica Crossman: So
Jesse Stoddard: Well,
Josh Poulson: Well,
Jessica Crossman: close.
Jesse Stoddard: you Yeah.
Josh Poulson: I’m sure you’re putting band-aids on still.
Jesse Stoddard: And and babying people, right? Yeah.
Josh Poulson: Yes.
Jesse Stoddard: Um, so last time Jessica,
Jessica Crossman: Yes.
Jesse Stoddard: you went in went into your background and everything and I don’t think we maybe we can do a little bit of shorter version this time, but just for anybody that might have not heard that episode, if you could just tell us how you like briefly how you got into the automotive and aftermarket world,
Jessica Crossman: Yeah.
Jesse Stoddard: kind of that that quick summary of of how you got into all this
 
 

00:06:06

 
Jessica Crossman: Yeah. So,
Jesse Stoddard: stuff.
Jessica Crossman: I worked for um a Cadillac dealership, two different Cadillac dealerships for 15 years. I was a finance manager and uh once I was having my daughter, uh the sales manager that was at my corp where I was um previous said, “Hey, we need somebody on the road. you can still stay in auto. Is this something that you want to do? And I said, “Yeah, of course.” So, uh, Frank got me into the aftermarket side of the auto industry. And it’s just spiraled since then. I think when I first started doing this, um, 12vt, it was number one, right? Remote starts, that’s how everybody made their money. And then manufacturers were like, “Sorry, go find something else.” So, we’ve had to evolve. Um, you know, Josh, you know best. You got to start one place and then all of a sudden, wait, somebody’s doing bedlininers, I got to do that. Somebody’s doing van outfits. Oh crap, I got to do that.
 
 

00:06:59

 
Jessica Crossman: So, it kind of evolved that way. And I recently had the opportunity. Um, I’ve known Boston Truck and Van for a long time. They started in this uh in 1985. They were like the only 12vt people that were touching high-end vehicles to use. So when I worked at Cadillac, this company was the installer for uh them and then they pivoted in the market very very soon to do van fits.
Jesse Stoddard: What did
Jessica Crossman: And uh if you if you’re from around here,
Jesse Stoddard: you
Jessica Crossman: you know Steve Pansy’s name, you know that he is um I joke and I keep calling him Rainman. There is a different brain in that man’s head. And we’ve gone back and forth for years. And I said to him, “You want to know what? I think the opportunity for more commercials there. So, let’s try to figure this out.” And now here I am at Boston Truck and Van.
Josh Poulson: Jesse, if you you I don’t think you’ve had the privilege to meet Steve.
 
 

00:07:55

 
Josh Poulson: Steve’s hilarious. So, I hope Steve listens to this because I’m going to do a Steve Pansy impression, okay? And like uh you know, so you call, you talk to him in the per on the phone or you you know, because he’s he is like an encyclopedia when it comes to the fleet stuff. You’re like, “Hey, Steve. Uh, what’s the uh what’s the Adrian part number for a partition for a 148 inch high roof?” Oh, you you know it’s uh it’s 6527425 over there. They’re probably 177 of them stock and they’re 313 each and you just go ahead and order them. In fact, I got two of them right here. You want one? You know, it’s just it’s a little bit Jersey. I’m not My Boston accents is really bad,
Jessica Crossman: I was going to say that’s a bad boss
Josh Poulson: but because of the because of because of the shop in Jersey,
Jessica Crossman: snack.
Josh Poulson: I pick up on those guys. I need to get a shop in Boston.
 
 

00:08:40

 
Jesse Stoddard: Jersey. That was a great
Josh Poulson: But yeah, very Jersey.
Jessica Crossman: That was very
Josh Poulson: But Steve just knows every part number and he knows every He’s pretty good.
Jessica Crossman: juicy.
Jesse Stoddard: jersey.
Josh Poulson: He’s really good. Wealth of
Jessica Crossman: It is. He’s crazy when it comes time to it.
Josh Poulson: knowledge.
Jessica Crossman: And literally that is spot on. And then he’ll look at you because he spouts it off so fast, right? And then he’s like, “What are you looking at me for?” I’m like,
Josh Poulson: Yeah.
Jessica Crossman: “I I don’t What did you just say?
Josh Poulson: Yeah. What did you just spit out?
Jessica Crossman: Do you want to try that again?” Yeah.
Josh Poulson: Yeah. He just said threepart numbers,
Jessica Crossman: Yeah.
Josh Poulson: but you just didn’t catch the millisecond in between the three-part numbers. So, why aren’t you catch writing this
Jessica Crossman: Oh my.
Josh Poulson: down?
Jessica Crossman: And And you couldn’t even if you wanted to. And it And he’ll always do the how do you not know?
 
 

00:09:19

 
Jessica Crossman: And I’m like, I’m not you.
Josh Poulson: Yeah.
Jessica Crossman: like the man. I swear to God, Rainman is it the the photographic memory and I could be like ah,
Josh Poulson: Yes.
Jessica Crossman: you know, I have a customer coming in and I think he wants this, but I don’t think this is going to fit. And he’s like, you change out Adrian and you put the Ranger in there and you do this for Hullman and you add this and you do a little spacer and it’s done. And it’s like,
Josh Poulson: Oh yeah.
Jessica Crossman: I was going to suggest that.
Josh Poulson: Yeah,
Jessica Crossman: Silly me.
Josh Poulson: that’s what I thought.
Jessica Crossman: Yeah,
Josh Poulson: He is like a master chef.
Jessica Crossman: pretty much.
Josh Poulson: He just grabs stuff and he makes it and it’s it turns out to be a perfect meal. So, shout out to him. Happy for you being over there. Remind me again,
Jessica Crossman: Yes.
Josh Poulson: what was the name of their company before they became Boston Truck and Van?
 
 

00:09:58

 
Josh Poulson: Do you remember? Osprey.
Jessica Crossman: Osprey.
Josh Poulson: That’s what it was. Osprey Restyling. Well, they were I don’t know if they said resty. They were a restyler. Um, we did a lot of TW.
Jessica Crossman: Mostly all 12 volt out.
Josh Poulson: Yeah.
Jessica Crossman: Yep.
Josh Poulson: At one point they even did sunroofs way way back in the day. Yeah. So,
Jessica Crossman: They were the old school Zach Morris bagged phone company that was
Josh Poulson: osprey
Jessica Crossman: around here. So, I’m really aging myself at this point, but yep, that’s them.
Jesse Stoddard: Tell us a little bit more about this like what what’s your role today there? What are you doing and what what makes you guys stand out? What do you specialize in? Because it’s it’s come a long way, right? So,
Jessica Crossman: Yeah.
Jesse Stoddard: and your career has taken a you’ve got a new chapter starting. So,
Jessica Crossman: Yes.
Jesse Stoddard: it’s really cool.
Jessica Crossman: So, they specialize in all things commercial.
 
 

00:10:45

 
Jessica Crossman: So, the only thing that we’re not doing is dump bodies of sorts, but when it comes time to any van upfit, any truck upfit, anything that is good for I keep saying the bluecollar generation, but it really is. Um, so Adrian, Weathergard, Holman, Ranger, I’m probably not saying somebody and I’m going to aggravate somebody, but truck caps, you I mean that is a huge portion of a lot of these fleets that went from the Transit Connects and the Promaster like the cities that they can’t get them, you know, they can’t get their hands on them. transit connects aren’t made anymore, but even on the GM vans, how the small one, so transitioning into truck caps and working with Jericho and AR, um Adrian just came out with the truck cap. So, being able to still fit what almost like that city life needs, uh cuz you can’t really drive around in the big things up in in Boston or in Providence, it’s just a pain in the rear end. So, um they still do 12vt. They mostly uh dabble in all of the strobe aspect of it.
 
 

00:11:47

 
Jessica Crossman: Um but it’s you know coming from my corp and I I say this with all the respect in the world that was like I’m in college when it comes time to van outfits here whereas my corp was in kindergarten. Now flip it. If we tried to do leather here we would be in kindergarten. My corp would be you know college. But it is anything that you can think of that you need in a work vehicle, it’s done. And if you cannot get it done, Steve’s figuring out how to custom fab it and get it done. So, um, that’s all the stuff that they’re doing here. And it’s great.
Josh Poulson: That’s fantastic.
Jessica Crossman: Yeah.
Josh Poulson: What you know where where’s your vision? I mean uh what was what was their hope you know when you want to grow this company or what do you what your role and everything like that you know what do you hope to
Jessica Crossman: So they had uh Jeff Marin started the company.
Josh Poulson: see
Jessica Crossman: So it’s Jeff and Beverly and their son Jason.
 
 

00:12:48

 
Jessica Crossman: So Jeff did it all. He ran the company. He owned the company. He built the company. He went out and did all of the sales. They’ve not had an on the road salesperson um since Jeff’s, you know, stepped out of it a little bit. Um, so hybrid doing that being bringing more to the awareness of who Boston Truck and Van is, bringing them up to speed on social media because that isn’t something that they had before. Um, you know, trying to redo their website, uh, and try to get that stuff going. Uh, because I think I know a guy for that. And then try to build that brand more and more. Um, but then truthfully follow Steve and make sure that I am assisting him in all the things that he needs. So, I’m going to be hybrid in and out of the shop. Um, and trying to do eventually when he retires in a 100 years from now, uh, be able to assist with more of the role that he did because,
 
 

00:13:44

 
Josh Poulson: Mhm.
Jessica Crossman: um, we’re not letting him go. It’s going to be like Weekend at Bernie. It’s he’s he’s sticking with us.
Josh Poulson: Oh, yeah. Yeah. There’s room for a hospital bed to be rolling around and he can still spout out uh uh numbers. No problem.
Jessica Crossman: 100%.
Josh Poulson: Yeah.
Jessica Crossman: Yeah.
Josh Poulson: Yeah.
Jessica Crossman: Yeah.
Josh Poulson: Yeah. That’s awesome.
Jesse Stoddard: and what’s what’s what’s different in the market that you’re in?
Jessica Crossman: Yeah.
Jesse Stoddard: This is something that’s become more interesting to me. What’s different there than maybe where you were before? You mentioned, okay, the college versus the elementary or high school level, but what else has changed?
Jessica Crossman: Yep.
Jesse Stoddard: What’s different? Uh it the market’s similar, right? But there’s a different you guys have a different approach. What what makes you guys special and unique?
Jessica Crossman: So in this market um all of the re so I want to say most freestylers across every market right now is trying to get into commercial because you have to you if in order to survive unless you are really scaling down in the restyling aspect.
 
 

00:14:42

 
Jessica Crossman: A lot of people are looking for more on you know even just passenger trucks whether it’s sprayins or toolboxes uh ladder racks things of that nature. So they Boston Truck and Van and then there is another company um AAA pretty much own the market. We’ve got you know obviously Metropolitan Boyers there things of that nature but they own the market when it comes time to van upfits. So they I mean pulling into this parking lot every day there’s at least 200 vehicles that are circulating over and over and over when it comes time to the van upfit. So, um, they’ve owned the market for quite some time, but again, I’m I’m I’m beating a dead horse when I say, Steve, we know that this comes down to relationships, right? Like, you you’d be silly. I’ll use Josh for example, you’d be si silly if you’re walking through SEMA and you don’t know who Josh Pson is. It’s like, how do you not? That’s the same thing when it comes
Josh Poulson: uh 100 people 100,000 people don’t know who I am,
 
 

00:15:43

 
Jessica Crossman: time.
Josh Poulson: so it’s fine. Bad analogy, but that’s okay.
Jessica Crossman: There’s a lot of people.
Josh Poulson: I hear what you’re saying. Thank
Jessica Crossman: Yes. Yes. And that’s what it’s like here and the relationship to know,
Josh Poulson: you.
Jessica Crossman: hey, I can just call him up and say this is what I need and this is how it’s going to get done and it’s done from where I came from to here. Um, so in a lot of the territories, the manufacturers don’t want to flood the market with everybody being able to sell Adrian or Ranger. They’re very protected. And this store has this company has always been super protected um throughout the years for it. And I think just being able to have all of that at your fingertips without having to call and buy product from someone else and so forth. Um that’s the advantage that Boss Truck has. So relationship, the Rainman that’s in the other office and then every single product line is fabulous.
Jesse Stoddard: Yeah, you guys you guys cover you guys have a lot of product lines too,
 
 

00:16:41

 
Josh Poulson: That’s great.
Jesse Stoddard: don’t you? Like I I was looking on your website and there’s a whole bunch of badges and you know logos from all the different
Jessica Crossman: Oh yes,
Jesse Stoddard: providers.
Jessica Crossman: lots of them and continuing to
Josh Poulson: Well, the good thing is Yeah. I mean, the good thing is you you once you start doing that,
Jessica Crossman: grow.
Josh Poulson: you you and then manufacturers are calling you constantly wanting to, hey, will you carry our line? Will you carry our line? Will you carry our line? Versus when you’re starting out, you’re begging, hey, can you sell me? Can you sell me? So, it becomes it at any shop, any company, there’s that tilt where you stop be asking and they start begging. So, um, so you just got to you just got to roll that roll that angle and they’ve done a fantastic job.
Jessica Crossman: Yeah. I mean, even going to Ntea, um, not last year, the year before, you know, walking through and I’ll see Nate Cely from Adri and he’s like, “Nice to see you, Jess,
 
 

00:17:35

 
Josh Poulson: Yeah.
Jessica Crossman: but not talking to you. You’re not with Boston Truck.” And it’s very cordial that way, but that’s that’s how it all is. So, it’s nice to not have to beg anymore. I’m kind of the, “Oh, you want that? I’ve got that.” So,
Josh Poulson: Yeah. Now Nate calls you goes,
Jessica Crossman: it’s nice.
Josh Poulson: “Hey, will you buy more Ranger?
Jesse Stoddard: Jessica,
Jessica Crossman: Yeah.
Jesse Stoddard: before we get off this topic, just one more thing about about fleet that something you said was very interesting. You were talking about how every restyler is looking at fleet now because they have to, right?
Jessica Crossman: Yes.
Jesse Stoddard: So, um why is that first of all from your point of view? And then and then second, how are you guys expanding on that? Are you are you going to even do more products? Uh are you going to do different kinds of services for the same customer? Um but why why do you why is why the focus that why does everybody have that focus?
 
 

00:18:28

 
Jesse Stoddard: I just would love your your insight or your opinion.
Jessica Crossman: So for ever these cars didn’t have anything in it and so restylers you know I’ll use uh my quote for example again started heavy 12vt it was all 12vt all the time and then manufacturers started adding stuff so then you went into you had to do leather and then the next person down the road was doing um sunroof so you had to add that into it. Well, now a lot of baseline models have heated seats, they have the remote starts, they have all of that. So, they’re as a restyler looking how am I supposed to fill that void from what the manufacturer is actually adding into these vehicles. Um, and that’s where the commercial part comes along. Then add in, and I think we chatted a little about this last time, co made a lot of people um at dealerships, I don’t mean to be rude, almost order takers, and then they forgot how to really sell aftermarket.
Jesse Stoddard: That’s
Jessica Crossman: But if you don’t have somebody at the dealership that is pro aftermarket, if they don’t see the value in it, they kind of do the whole nah, they can get it after.
 
 

00:19:40

 
Jessica Crossman: I don’t want to have to do it. I just want to, you know, burn gas, get it on the road. they’re missing a lot of money that way. Um, and you can’t convince them to change. So, the best way is is find a new product line to be able to sell to fix, you know, your cash flow problems. And commercials, huge. I mean, I think one of the biggest things that happen after somebody goes and purchases a truck at a dealership is where are they going to get it done? Where are they getting a lift done? Where again, toolbox, spray and bed liner, ladder rack, um, you know, wheels, all of that stuff. And you have to be able to supply that for the customer instead of saying, “Well, I can do your sprayin, but if you’re really looking for a toolbox and ladder rack, I’m going to send you down the street.” Uh, you got to figure out how to do it or you’re going to lose the customer in general.
Jesse Stoddard: great.
 
 

00:20:26

 
Josh Poulson: Yeah.
Jessica Crossman: Yeah.
Jesse Stoddard: Do do you guys get most of your um business from dealership, you know, fleet manager type of relationships or directly to uh the owners of the fleets, you know, like HVAC company or electricians or whatnot? Or is it both or like how do people hear about you right now?
Jessica Crossman: So I’ll go right now 8020. So 80 is all from dealership uh enterprise fleet you know bigger as like things like that and then we do have the end users or you know I started with X company and I started my own company but you guys had upfitted you know a van for said company beforehand and then coming back to be able to get that. So, um, you know, coming into this, if you’re from this area, you you know who Boston Truck and Van is, but to know how successful they’ve been without doing the marketing and advertising, without having an on the road salesperson, um, and being able to grow it that way, I that’s where I’m hoping to help with that. Um, and be able to grow that.
 
 

00:21:33

 
Jessica Crossman: But 80% of it is within dealerships. And you know, coming from the from my previous role, you would walk into a dealership and they say, “Great, I’ll talk to you, but I have Boston Truck and Van. I don’t need you for anything else on that part of it.” So now it’s time to see if I can switch Mr. Pansy’s thought process on maybe when the candy factory behind us moves out, we can start a bay for for restyling because I think they’re missing out on some of that stuff, you know, because they’ve got the relationships there. It’s they he’s really really tight within those dealerships.
Jesse Stoddard: That’s
Jessica Crossman: So, um, he’d be able to grow.
Jesse Stoddard: awesome.
Josh Poulson: Yeah.
Jesse Stoddard: That’s great. Cool. Big opportunities. Um,
Jessica Crossman: Yes.
Jesse Stoddard: let’s talk about SEMA Pro a little bit because Josh is here.
Josh Poulson: Yeah.
Jesse Stoddard: We have to at least mention there’s some history there. So,
Josh Poulson: Yeah. So,
Jesse Stoddard: yeah.
Josh Poulson: tell us tell us what the latest uh greatest thing u about SEMA Pro is.
 
 

00:22:34

 
Josh Poulson: Obviously, you’re are you in your third year, fourth year.
Jessica Crossman: I I’m going to be starting my third year.
Josh Poulson: Okay.
Jessica Crossman: Yeah,
Josh Poulson: Yeah.
Jessica Crossman: I have to hopefully everybody votes me back in.
Josh Poulson: Tell Oh,
Jessica Crossman: That’s what has to
Josh Poulson: you’re So, you’re up. You’re an incumbent this year.
Jessica Crossman: happen.
Josh Poulson: So, you’ll be uh come March uh or they’ll they’ll put you on the ballot. So, yeah. Vote for Jessica, right? So, but yeah, go ahead. Tell us tell us what SMA’s got going on. SEMA pros got going
Jessica Crossman: Sema Pro has been busy busy busy from I
Josh Poulson: on.
Jessica Crossman: mean just the committee itself, right? So then we have the Josh’s and we have the Col and where that’s going hopefully and I don’t know if I’m speaking out of turn, you know, NADA wise and working on that side of it. There’s so much that everybody at Pro is doing to bring information and education to restylers. What is the word restyler?
 
 

00:23:26

 
Jessica Crossman: You know, what is restyling? Um, but the Pro Cup Challenge obviously takes the cake on all of it. Um, with some of the things that we have going on. So, if you’re not familiar with it, um, you’re living under a rock. I’ll say that right now, but go to p seapcc.com and you as a restyler on the outside have the opportunity to work with this big group, you know, almost 300 members that are a part of Sema Pro. And you know, for instance, this week I had a question on a center console workstation. to know I can reach out to other people. It’s it’s your 20 group. It’s your biggest networking that you’re able to do. Um so if you’re a restyler and you’re not part of it, um you’ve got to be shame on you. It’s such a great group. But the committee itself, um everybody’s a little bit crazy. Uh thank God we have Denise wrangling us all in. She’s she’s the mother hen of all of us and and keeping track of everything.
 
 

00:24:35

 
Jessica Crossman: But we have everybody from manufacturers to sales to marketing. Um, so to be able to sit down and have some of these conversations about the industry from everybody’s point of view, it really opens your mind to not just thinking like for me as a sales manager in one lane, being able to think about it, you know, elsewhere. Um, you know, this is when I get to reverse the roles on on you, Jesse. You know, kudos to you and everything that you’ve been doing. I had the opportunity to do the education session this past year and sitting down with you and Dino and you know Steve as moderator listening to how you speak about marketing for restyling changed my mind on a few things. Um you know I’ll I’ll plug it in if you don’t and you haven’t already read Jesse’s book download it on Amazon. do it as a saleserson in any position when you’re trying to navigate the marketing aspect of it or the online or the advertising. It really in a very very respectful way dumbs it down to how you should be doing it, the way you should be looking at it and growing that way.
 
 

00:25:55

 
Jessica Crossman: had I not been a part of Sema Pro and having access to that, it just wouldn’t change the way that my my brains worked and and been able to to grow that way. So again, highly suggest being a part of it. But the Pro Cup Challenge, this past year was the first year that we had ambassadors. Uh and so we have six vehicles that are part of it. We had an ambassador for every builder. Um, I was an ambassador for Sunline with Joe out of New York. And let me tell you, it was an instant connection, but it was an instant what are you doing and how can I bring other things back to my shop, to your shop. So, um, we’re excited to do it this year. I think this is going to be the year that we’re going to really try to change some things, amp it up. You know, we’ve changed some dollar amounts on things that you can do. Uh, the applications are going to be opening up. I’m probably speaking out of turn, but it’s going to be in a couple months.
 
 

00:26:59

 
Jessica Crossman: Um, put your name in there. Do a build. Josh did a build last year that we’ve
Josh Poulson: should have
Jessica Crossman: now should I mean,
Josh Poulson: won.
Jessica Crossman: the the floor that Dino used, everybody was like, “Oh, he already won because he had the floor.” That was so genius.
Josh Poulson: Yeah. All I needed was a dang floor.
Jesse Stoddard: Yep.
Jessica Crossman: He cheated.
Jesse Stoddard: Yeah.
Jessica Crossman: Yeah, he cheated. No, he didn’t cheat. I won’t say that because somebody will somebody’s panties will be in a
Josh Poulson: Yeah. Yeah. Be careful. A lot of he got accused of it.
Jessica Crossman: bunch.
Josh Poulson: So, let’s not go that route. We love him. He did a great build.
Jessica Crossman: Oh my Yeah.
Josh Poulson: That black label was awesome.
Jessica Crossman: No.
Jesse Stoddard: Yeah, that was
Josh Poulson: It’s beautiful.
Jesse Stoddard: good.
Jessica Crossman: And what we’re looking forward to.
Josh Poulson: It just wasn’t as cool as mine.
Jessica Crossman: No. God,
Josh Poulson: It’s my podcast,
 
 

00:27:40

 
Jessica Crossman: no.
Josh Poulson: so he can get he can get his own podcast and brag about his car.
Jessica Crossman: But you know what was super cool about uh with Dino and everything? He had the dealership that he had gotten the truck from. Um uh I believe it was the principal that was there.
Josh Poulson: Uh yeah, the GM.
Jessica Crossman: Um I could Okay.
Josh Poulson: GSM GM.
Jessica Crossman: Um he was there. So that just showed support. And I think they Yeah,
Josh Poulson: Heck yeah.
Jessica Crossman: they’ve done now um I think they’re doing their sixth build.
Josh Poulson: Yeah. I don’t know. Yeah. Oh, that’s great.
Jessica Crossman: um you know from the show. So we have uh SEMA Pro, we have our general membership meeting that’s going to be coming up. We’re going to put that all out on social media. Um and we would love to be able to have you know PCC winners, past winners talk about, all right, so I did this build, but then what happened?
 
 

00:28:31

 
Jessica Crossman: You left Vegas. Now what is it really beneficial to you? So being able to see that, you know, Dino and his team did multiple builds afterwards. Josh, I think you guys did. I think Kevin Gillis actually did your build um in his neck of the woods. So it’s just a way to one for consumers to be able to go on that Friday when you’re when you’re at the SEMA show. go on that Friday, go over to the Pro Cup Challenge booth and realize what you can change on your vehicles,
Josh Poulson: Now it’s spending
Jessica Crossman: what you can add. Um, and yeah,
Josh Poulson: $100,000.
Jesse Stoddard: Yeah.
Jessica Crossman: right. And be able to find somebody that’s reputable in your area, right? Because we all have a guy.
Josh Poulson: Yeah.
Jessica Crossman: Um, but to be able to get it done, right, with warranties that stand behind it and the whole nine yards, it’s it’s awesome. SEMA’s awesome.
Josh Poulson: Well, you guys are you guys are definitely doing a great job.
 
 

00:29:27

 
Jessica Crossman: And I’m
Josh Poulson: with the with Pro Cup and I know uh a lot of the marketing and content is in your that’s in your wheelhouse because you’re doing you’re chairing that committee still I believe um which we’re seeing more now than ever.
Jessica Crossman: Yep.
Josh Poulson: Uh one serious question though, who’s the funniest person on the select committee now that I’m gone?
Jessica Crossman: Sometimes I’m like, “Where’s Josh’s humor?”
Josh Poulson: No. Yeah, but nobody Come on, somebody. Is Jesse funny or is Jesse serious?
Jessica Crossman: Um,
Jesse Stoddard: I’m too quiet. I’m not talking much on
Josh Poulson: Jerry’s I mean the ratio of red heads on our select committee is a little
Jesse Stoddard: those.
Jessica Crossman: I know, Jesse, you should talk.
Josh Poulson: overweighted but that’s fine that’s important.
Jesse Stoddard: That’s important. We are taking over.
Josh Poulson: Yeah.
Jessica Crossman: Yeah,
Jesse Stoddard: Yeah.
Jessica Crossman: we have filled the roster. No one else can. No more ginges.
Josh Poulson: Yeah.
Jessica Crossman: We’re We’re good there.
Jesse Stoddard: Yeah.
Josh Poulson: Yeah.
Jessica Crossman: Um, the funniest when it comes time to it,
 
 

00:30:14

 
Jesse Stoddard: I I think Hannah’s pretty funny.
Josh Poulson: Yeah.
Jesse Stoddard: I think she she
Jessica Crossman: Hannah is
Josh Poulson: Hannah talks funny and she does have some good jokes.
Jessica Crossman: funny.
Jesse Stoddard: she’s
Josh Poulson: Yeah. I like I like where she goes because she can she has some oneliners out there that are pretty
Jessica Crossman: Yeah.
Josh Poulson: good.
Jesse Stoddard: she she’s a straight shooter, you know. She tell like it is and sometimes that can be
Josh Poulson: Yeah.
Jessica Crossman: Oh my god.
Josh Poulson: Oh
Jessica Crossman: Is she a straight shooter?
Jesse Stoddard: funny.
Jessica Crossman: She’s actually the she is chairing all of the uh PCC stuff,
Josh Poulson: yeah.
Jessica Crossman: too. So, she’s a huge voice when it comes time to it. But the best part about Hannah is because she’s so cute. You know, this bubbly southern bell. I feel like she could destroy you with words and you don’t realize what she said until like 10 minutes
Josh Poulson: Yeah, you feel good about it.
Jessica Crossman: later. Yeah.
 
 

00:30:56

 
Josh Poulson: Yeah,
Jessica Crossman: She Yeah. And I’d be like, “Oh, right when she said it, that’s a compliment.” And then 10 minutes later I’m like,
Josh Poulson: he just destroyed me. Yeah,
Jessica Crossman: Ow.
Josh Poulson: that’s an awesome that’s an awesome like superhero skill. That’s cool.
Jesse Stoddard: Yeah.
Josh Poulson: That’s great.
Jessica Crossman: It really is.
Jesse Stoddard: Yeah.
Jessica Crossman: So,
Josh Poulson: So,
Jessica Crossman: she she’s good that way.
Josh Poulson: would you ever run for chair? Oh.
Jessica Crossman: I would I would love
Josh Poulson: Oh,
Jessica Crossman: it.
Josh Poulson: are we announcing this on the podcast that you would eventually run for chair?
Jesse Stoddard: You heard it here first,
Josh Poulson: Yes,
Jesse Stoddard: ladies and
Josh Poulson: you heard it here first. So,
Jesse Stoddard: gentlemen.
Jessica Crossman: Breaking news.
Josh Poulson: I Well,
Jessica Crossman: Breaking news.
Josh Poulson: there you go. I mean, it’s it’s next year that the decision would come up, right? Yeah, because Ron was last year. So, so next year we’re going to need a chair.
 
 

00:31:34

 
Josh Poulson: Um, so yeah, it just depends on what you buy, Jesse and I, but we would be uh totally up for helping that campaign. Just kind of depends. We’re we’re we have floaters out there, but I think you would do a fantastic job. Um, so no, I mean, and so let’s say this, if you were to become chair, um,
Jessica Crossman: Mhm.
Josh Poulson: where do where would you like to see whether you’re chair or not, but where would you like to see the direction of SEMA Pro? You see what we got going on now? You you guys you’re you’re in the everyday weeds, but where would you where do you think the future for SEMA Pro could be?
Jessica Crossman: Gosh, I think that what we are talking about for um Kevin Gillis, if you’re listening, and I’m speaking out of turn, I promise you, confidentiality agreements. I agree with that. Uh next year, so not 2026, but 2027, we want to be able to be bigger at the SEMA show. Um we want to be able to have a bigger footprint.
 
 

00:32:29

 
Jessica Crossman: We want to be able to invite more of the dealer aspect to it, right? So, we have Josh and Colby that are um and Ron, I’m um a lot of people. Sorry, I just keep saying Josh and Kobe, but um that are pushing on the NADA side. If we can figure a way to start to marry everybody together, that would be awesome. So, we kind of grow 2027, we have a bigger footprint at the show, and then we start to say to these dealers, hey, come and see us, right? all the relationships that you guys are building at NADA with different people there. Come see what we do and come make it grow with us. I think that um you know growing social media wise. I can talk about it over and over. Uh I honestly don’t know what the heck I would do without both Rachel and Jesse when it comes time to a lot of the marketing stuff. Um, you know, I I joke at one point that I so I do my own personal one, I do my daughter’s one, I do Boston truck and van, I do SEMA Pro, and it’s like my 27 different personalities all talking to each other and like going on and liking everything.
 
 

00:33:39

 
Jessica Crossman: So, I think if we can just be out in the spotlight more, um, I can go back to having like two personalities, not all of them, and the algorithms just grow it. So, grow it that way. That way the 20 group aspect of it is phenomenal and everybody realizes that you have outreach to grow and to personally and professionally grow, but take over West Hall, right? Uh be a part of it more with everybody and and really have instead of, you know, you’re walking down the hallway and then you see, oh, there’s the Pro Cup challenge, I want somebody to be like, there’s Pro Cup Challenge. And I think that everybody is pushing for it.
Josh Poulson: Yeah.
Jessica Crossman: So, I’m gonna push real hard with everybody.
Josh Poulson: Nice. I like it. I like it. Well,
Jessica Crossman: Yeah.
Josh Poulson: that’s a good vision. That’s good.
Jessica Crossman: Yeah.
Josh Poulson: That’s good to run on. What do you think, Jesse? You think she’s on to something?
Jesse Stoddard: Yeah,
 
 

00:34:31

 
Jessica Crossman: Yes.
Jesse Stoddard: I think what it takes in this role is something that you have to have a diversity of talent and skill and and you have to have the background and Jessica, I think you have that. So, I want to encourage you to keep pushing for those any leadership opportunity because you have the experience and you also aren’t afraid to step up and tell tell it like it is or say what people need to hear. And I think myself included,
Josh Poulson: Yeah.
Jesse Stoddard: I’m a little quiet on a lot of the meetings because I’m still trying to sometimes gauge what’s going on and see where but I think that’s a little too passive and you kind of you’re you’re kind of inspiring me to want to speak up a little more. But I like your vision and I think you should keep doing that and pushing it because that’s how the change is going to happen. Otherwise, we’re just going to keep repeating what’s been done in the past and that’s okay, but it’s not going to be great,
 
 

00:35:19

 
Josh Poulson: Well, and where where you can make the biggest difference,
Jessica Crossman: Yeah.
Jesse Stoddard: you know?
Josh Poulson: Jessica,
Jessica Crossman: And
Josh Poulson: you know, uh being on the select committee is it’s a great honor, but once you get into the leadership role and that’s when once you become chair or chair chair elect and then chair, that’s when you start intertwining with all the rest of SEMA and the board more so and um the other networks and councils and everything like that, But um that’s when all of a sudden you’ll start making a bigger impact for the restyling industry and you can fight your fights because being on the select committee it’s couple you know it’s a couple hours a month and this and that you’re talking on internal stuff but when you can get outside that your your kind of personality and your vision will help all the industry more so um once you can get to that leadership role.
Jessica Crossman: Yeah, I’m excited. I hope so. So, I’m I’m very honored to hear you guys say that because it’s I love all this and I love being able to learn from from everybody that I’m around, you know.
 
 

00:36:22

 
Jessica Crossman: Um, we have Am I allowed to say that that hopefully Colby makes a lasting impression higher up in and SEMA,
Josh Poulson: Well,
Jessica Crossman: right? I I say that I
Josh Poulson: he’s on the he’s he’s he’s coming down down to it where he might make the ballot.
Jessica Crossman: keep Yep.
Josh Poulson: If he makes the ballot to be on the board, there you
Jessica Crossman: I keep doing instead of vote for Pedro, V, vote for Colby, you know,
Josh Poulson: go.
Jessica Crossman: because that really uh will bring a voice for a lot of restylers. Um, and not only that, but with the manufacturing background too, it just is a very loud voice for both sides. Um,
Josh Poulson: Yep.
Jessica Crossman: so to anybody that’s listening, if you don’t follow SEMA Pro on social media, just saying. And then if you don’t vote for Colby, I’ll find you.
Josh Poulson: Well, they have to be Yeah, they have to be a SEMA member,
Jessica Crossman: Yeah.
Josh Poulson: but yeah, they can they can then vote for Kobe for sure.
Jessica Crossman: Yeah.
 
 

00:37:18

 
Josh Poulson: Every company gets one vote, so it’s good. It’s good. Well,
Jesse Stoddard: Um,
Josh Poulson: this is awesome. So, uh I mean before before we finish up though, what uh what’s going on with your daughter Khloe?
Jesse Stoddard: yeah.
Josh Poulson: She uh what she got going on? She starting any new businesses, entrepreneurs? She already moved out yet?
Jessica Crossman: She is living on her own in a penthouse in Boston because you know I’m just gonna uh so right now she is
Josh Poulson: Yeah, I figured. Yeah.
Jessica Crossman: loving life because uh she had February vacation last week and then we’ve had to shut down this entire week. They called school for the entire week this week because of uh the 34 inches of snow that we have and we can’t clear anything out. But um nope, she’s she actually finished 100 pair 100 pairs of earrings for Kevin Gillis um for Yep.
Josh Poulson: Okay. Wow.
Jessica Crossman: So, uh he is part of another community, an awesome community and asked if we would be able to do the logo of his lighthouse.
 
 

00:38:16

 
Jessica Crossman: Um, and this school offers uh pretty much a full ride for uh disabled, mentally and physically disabled uh children um up to a certain age. So, I’m probably saying it wrong, but I think it’s either age six or sixth grade, but why do I want to say age six either way? Um, and so it was a welcome back to everybody. So, um, you know, we we collectively as a family did a lot of work on those 100 pairs of earrings. So, she took a much needed break. Um, aka mom needed a break and she’s going to be rocking it soon. We just ordered some new bezels for her and then like last year how she did the Memorial Day challenge, she’s going to do it this year. She wants to be able to beat her goals. So, uh, we’ll put that all out um on social media, too. But yeah, no, she’s she’s killing it. She’s loving life.
Jesse Stoddard: Just for for somebody that doesn’t know what you’re talking about,
Jessica Crossman: I lucked out with her.
 
 

00:39:07

 
Jesse Stoddard: maybe this is their first time hearing this. This young entrepreneur is how old?
Jessica Crossman: Uh she is nine. She’ll be 10 in July. And she started her own business making earrings. Uh she wrote her own business plan out. And it, you know, we thought about just kind of doing something for fun, arts and crafts. Get off social. She’s not on social media. Get off, you know, um the iPad and stuff. And she’s done great with it. She’s done a few craft fairs. Um, she makes more money in a craft fair than, you know, anything else, which is great, but and she talks to everybody that walks by. She’s, uh, she’s very shy until you get her to talk about something that she really likes and then it just keeps going.
Josh Poulson: Sure.
Jessica Crossman: So, um, I want to keep encouraging this side of her cuz I think that it’s it’s as a parent, I should be pushing her more towards growing up, even though I want her to stay little.
 
 

00:40:05

 
Jessica Crossman: Um, and and get off get off the internet. Get off of all of that stuff.
Josh Poulson: Yeah.
Jessica Crossman: There’s too much negative in the world.
Josh Poulson: She’s learning a she’s learning a life skill that is always going to help her no matter what business she gets into.
Jessica Crossman: Yeah.
Josh Poulson: When you can talk to people and when you can actually have a carry on a conversation and even sell, I mean, she’s just going to be so valuable. So, that’s awesome for you guys. You guys,
Jessica Crossman: Yeah.
Josh Poulson: I’m sure you guys are proud.
Jessica Crossman: Yeah.
Josh Poulson: So, I know you are. Look at all those pictures back there.
Jessica Crossman: Very,
Jesse Stoddard: Yeah.
Jessica Crossman: very.
Josh Poulson: I love I love it.
Jessica Crossman: I know it.
Josh Poulson: I love it. I love it. So,
Jessica Crossman: Yes.
Josh Poulson: well, thank you, Awesome, for joining us. Um, I guess now you’re going to have Jesse give her the final question because now it’s all new
Jesse Stoddard: Well, how do we uh learn more about you?
Josh Poulson: stuff.
Jesse Stoddard: How do people get in contact? What website, social media, where where do you want to send people to?
Jessica Crossman: So, please follow Boston Truck and Van on social media. So, this is something that we are trying to grow here. It’s on um Instagram. We’re on LinkedIn, literally Boston Truck and so spell out and not the apert. Um and follow us. Um you can go on the website too if you are in the Boston market. Obviously, if you’re looking for shelving of sorts, we’re on Adrianne’s website and Rers’s website and Holman’s as an installer of, but um I encourage you guys to follow on social because there are some really cool builds that are going on um and that we’re constantly just looking to to grow that way, right? Word of mouth. So, it’s something that we’re trying to do for both SEMA, trying to do for for Boston Truck and Van. So, like your people, follow your people, encourage your people.
 
 

Transcription ended after 00:42:10