Professional Documents
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MAGAZINE
CEMETERY CREMATION FUNERAL
Guy Winstead
GuyW@SNLpreneed.com
www.PreneedSuccess.com
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BECOME A TRUSTED RESOURCE
FOR PET OWNERS.
Paws & Remember was founded to support pet owners in their time of loss.
Since 1997, we have been providing full-service memorialization for pets of
every description. Working with an established, experienced network of pet
professionals, Paws & Remember offers pet cremation services and products
such as pet remembrance urns, keepsakes and outdoor memorials. We also
provide training for veterinarians and pet care professionals to help them
better assist pet owners during a time of loss, as well as pet grief support.
Contact Paws & Remember to find out more about our franchise
program and business opportunity. You as well as pet owners and pet care
specialists in your area will be glad you did.
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Washington Report
by ICCFA General Counsel
Robert M. Fells, Esq. Several key employment issues
to keep an eye on in 2018
robertfells@iccfa.com
I
1.800.645.7700,
ext. 1212 CCFA Labor Law Counsel Michael with some circuits agreeing with the
direct line: 703.391.8401 Pepperman is alerting our members NLRB, but others upholding class action
Fells is ICCFA general to upcoming employment issues that waivers under the FAA. Because of this
counsel, responsible for will be the focus of attention by the Trump split, some courts will enforce arbitration
maintaining and improv- administration. Here are some of the issues agreements with class action waivers, but
ing relationships with that may affect cemetery and funeral the NLRB has continued to file unfair
federal and state govern- service in the new year. labor practice charges against employers
ment agencies, the news who use these agreements.
media and consumer organizations. Ambush elections for workers The U.S. Supreme Court has agreed to
Fells has worked on behalf of the to decide on unionization take up the issue of class action waivers
cemetery and funeral service profession In December 2014, the National Labor during its 2018 session, which began on
on legal and legislative issues since 1975 Relations Board (NLRB) finalized new October 2, 2017. The courts ruling is
and joined the ICCFA staff in 1983. He is election rules that reduced the time from expected to provide clarity for employers
retired from his position as the associations the unions filing of a union election regarding whether class action waivers are
executive director, which he held for six petition until the date of a union election permissible.
years. to as little as 10 to 21 days (as compared
Fells has with the current median time of 38 days), Employees criticizing employers
published a number depending on whether the union waives on social media
of books. His latest, its rights to receive an expanded list of During the Obama administration, the
The Lost Code, employee contact information within 10 NLRB scrutinized employers who termi-
brings back two days before the election date. nated employees for critical statements
characters from The rules now require the direction on social media platforms. The board
his previous spy and scheduling of the election as soon held that such comments can be protected
novel, The Spy as possible. These so-called quickie concerted activity under the National
Who Resembled elections can make it more difficult for Labor Relations Act.
Himself, for a story employers to effectively communicate The NLRB also frequently struck down
set during the historic with their employees prior to the election. employee handbook provisions that it
Washington Naval Conference (November Look for the Department of Labor (DOL) viewed as overbroad, such as provisions
1921 to February 1922), an era before the to address this problem. preventing disrespectful comments
U.S. federal government had any sort of online, or gossip or discourteousness in
coordinated intelligence network. Class action waivers the workplace, on the grounds that such
Some employers use arbitration agree- provisions could prevent employees
ments to prevent employees from bringing from discussion the terms and conditions
employment-related claims in state and of their employment. The reconstituted
federal courts, requiring instead that NLRB under the Trump administration
claims be referred to binding arbitration. may now take another look at these cases,
Arbitration clauses are generally permis- which have been criticized by employer
MOre FrOM thIS AuthOr sible under the Federal Arbitration Act groups as overly restrictive.
Why we vote. A series of articles on (FAA). However, some arbitration clauses
the importance of engagement in the also require employees to give up their right Overtime regulations
democratic process in the United States. to bring class actions, in effect requiring Finally, as reported in last months Wash-
www.iccfa.com them to arbitrate their claims individually. ington Report, the ICCFA has submitted
These provisions (also referred to as class comments to the DOL concerning upcom-
Funeral radio. ICCFA
General Counsel Robert Fells, action waivers) have been scrutinized by ing overtime regulations that would raise
Esq., talks about legal and both the NLRB and some federal courts. the annual salary threshold to exempt
legislative issues affecting funeral, cem- In a 2012 decision, the NLRB held workers from receiving overtime pay. The
etery and cremation businesses at that class action waivers violated the current threshold is $23,600 but the DOL
www.funeralradio.com law, because they prevented employees during the Trump Administration sought to
from exercising their rights to engage in raise the amount to $47,476 annually.
collective action under the National A federal court struck down the new salary
Labor Relations Act. In the years following level and the DOL is currently revisiting
this decision, a split has developed in the the issue to, hopefully, set a lower dollar
United States Circuit Courts of Appeal, amount. r
8 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
Interview by ICCFA Magazine
Managing Editor Susan Loving
sloving@iccfa.com
PET SERVICES/HOSPICE
10 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
EICKHOF
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Pictured above is the Durham Ossuarium installed in Dundee Township Cemetery East in East Dundee, IL
Eickhof has installed over 1,300 columbaria and Ossuarium memorials and it is clear that successful
projects have one thing in common: beauty. When the setting for one of Eickhofs attractive memorials
is developed with proper landscaping, pathways, and benches- people are drawn to it. A beautiful,
thoughtful space often obtains a higher selling prices for each niche, increasing your cemeterys sales.
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Eickhof inurnment products and design services.
Its my opinion that if youre going to provide pet services, you want to be a total resource. This is
one way to differentiate yourself from other pet loss or pet cremation providers when you talk to vet
clinics. The vet clinics Ive interacted with say theyre not equipped to deal with grief when a pet dies.
they are men. And they are people from all
walks of life. It really kind of floored me.
I also ended up talking to a lot of people
on the phone. Hospice would give out our
name and information about the classes, but
some people didnt want to attend a session.
Instead, they would call me.
What do you do in the classes?
We do a lot of things. I had one person who
came every month, for about six months.
I got him to make a scrapbook, basically a
life story about his pet. He would bring in
pictures and work on the scrapbook at the
session.
He thought his wife was kind of making
fun of him for how he felt. Its just a dog.
Well, it wasnt just a dog. Making the
scrapbook was cathartic for him. He got
Above, the outside of the hospice building where Clock holds pet grief classes through it and that was the end of his journey
once a month. Below, Sammy relaxes in the Paws 2 remember room. with us.
For a while we had a group of four or five
people who would show up off and on, and
they were really healing each other. They
would tell stories about their pets and pull out
their phones and show each other photos.
Sometimes I would ask a leading question
like What is it that you miss? They would
talk about how the house was too quiet at
night, or how they missed their cat snuggling
up to them and someone else would say,
Yeah, I know what you mean.
They were helping each other heal. Once
I got them going with open-ended questions,
I could just sit back and then weigh in
occasionally.
Its like running support group?
Correct. And then a lot of them needed a
way to bring closure, so part of its teaching
people how to do that.
For example, I would have them make a
muchthrough trial and error, we found that and to put us on their collateral material memorial table to honor their little loved one.
once a month worked. Clock Timeless Pet and Paws 2 Remember, It might be something as simple as taking a
Because these pet grief classes were new, affiliated with Clock Funeral Home. photo and framing it with their pets collar.
they got a lot of press the first year. Around One again, as in Muskegon County, the Have the cremated remains there, if the pet
that time, the hospice of North Ottowa, in hospice materials going into the homes of the was cremated. Their pets favorite toy, even a
Ottowa County, learned what we were doing family members they served would include couple of little biscuits and a paw print.
and thought it was a fabulous idea. (We have our brand. That ended up being a beautiful Some people needed permission to put an
another branch of our company in Ottawa relationship. urn and a photo of their pet out and leave it
County.) You know, most of the people who come there permanently. They need to know that
They offered to put us on their grief to the classes for dealing with pet loss and they have a void in their life and its a valid
calendar the first Tuesday of every month, grief, whether in Muskegon County or oneits OK to feel the way they do about it.
to let us use a room also used by others Ottawa County, are not women or children, Its OK if they want to honor their pets life
12 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
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You need to know when youre in over your head. There have been a few times when Ive realized
that the person has deeper issues that might have been brought out by the death of their petmaybe
it was a tipping point or a trigger, but they have some deep-seated issues and need to be referred to
an expert. Do not be afraid to do that. That was the biggest thing I had to learn, right off the bat.
from page 16 pet cremated remains in the casket with and need to be referred to an expert. Do not
When did you first start working with people, but now were seeing more and more be afraid to do that. That was the biggest
hospice on handling pet grief for them? commingling of human and pet cremated thing I had to learn, right off the bat.
remains. Another thing I had to learn that with
Ive been doing this for about five years now. these classes, you begin on time and you end
I remember not long ago one of our
How has it impacted both the pet side and on time. Otherwise, they can go on, and on,
convention speakers talking about green
the human side of your business? and on. Everyone needs to be respectful of
burial saying that one of the questions he
It really just started to impact it about a gets from senior citizens is whether their the time.
year ago. Pets live shorter lives than most pets can be buried with them. If you want to approach hospice, you
people, so people experience the death of better be prepared to walk your talk:
I would think so.
a pet more often than the death of a human Credentials are a big deal.
One thing I can tell you is that dealing
loved one. Each time they come to you You also have to be willing to be on call
with pet parents is more gratifying than
after the death of a pet, your relationship at any time. Does that mean your phone is
dealing with the human side. Pet parents are
becomes a little stronger. Eventually, you going to blow up with calls? Absolutely not.
sad, but theyre nice.
become that end-of-life resource for people, But its not uncommon for me to get a call
On the human side, there are a lot of from hospice on a Saturday afternoon with
and were starting to see that.
people who are edgy and angry, families questions about what to do, or a request that I
People see we take good care of their pets,
who are arguing. People arent arguing when call somebody.
we treat them with care and dignity. People
their pet dies; everyone in that family is upset Go into it with your eyes wide open.
ask questions, and were totally transparent.
about the death. When it comes to dealing with vet clinics,
They want to know if we do individual
cremations, and we say yes, and they can Well, nobody is going to argue over an the best advice I can give is to do what you
witness or participate if they want. We have inheritance or anything like that. say and say what you mean. Sometimes you
nothing to hide, and people feel good about True. Theyre there for the right reasons, wont be the most popular person, because
that. And were like that on the human side, to honor a life, and it happens to be the life theyre going to say, I havent done this
too. of a pet. I wish some of that feeling would before. By no means be flippant, but dont
Another thing people say is, Am I nuts? translate over to the human side, but things be afraid to promote the value of what you
I want to be cremated and I want to have my get in the way. do, because the first time they experience
animals with me. I tell them, Absolutely. Have your therapy dogs gotten involved with what you do, theyll know the difference.
You can even have a family urn for your pets the pet loss and grief support work? When I had to have my dog euthanized,
and when the time goes, have those remains my brother went with me, and he was very
They have, though weve had a gap while
mixed with yours. impressed with how they handled it. He had
training a new therapy dog. Sammy, the
Youll do that for me? a bad experience with one of his dogs, and
sheltie we have now, needs to go to kinder-
Yes, we will. And thats always an years later he was still bitter about the way
garten a few times and grow into the role.
entree into prearranging. the vet had handled it.
If he doesnt, well get another dog,
Then they just have to find well, I was Im not going to pick on the vets, because
because weve become known as the pet-
going to say a cemetery that allows pet and most of them are very compassionate, but
friendly funeral home. We encourage people
people burials, but Im not sure if cemeteries sometimes the office as a whole is about
to bring in their leashed pets, and we are
have rules about what you can put in the moving on to that next client. Maybe theyre
known for having a therapy dog available.
columbarium. kind of annoyed because the grieving family
What advice would you give to someone is hanging out in the room, wanting to say
Whos going to know whose cremated
with a pet business whos thinking about more farewells to their pet while the staff
remains are in that urn?
either approaching a hospice group or wants to bag the pet. No, no, no! Its not
True, but what if they want to memorialize setting up their own pet grief support about getting on to the next client!
their pets? program? This is the kind of thing, being an outsider
In that case, yes. I do think, as we move First make sure you get trained and certified. looking in, that you can point out to them. If
forward, there are going to be a lot of You need to know when youre in over your they dont want to have client attrition after
amazing human and pet cemeteries, and head. There have been a few times when Ive a pet is euthanized at their clinic, it all starts
especially scattering grounds. I think its realized that the person has deeper issues that with the first conversation they have with the
going to be addressed as we move forward might have been brought out by the death of family on the phone and goes to how you say
its going to have to be. their petmaybe it was a tipping point or a goodbye to them when they walk out that
Its not uncommon for people to put trigger, but they have some deep-seated issues door. r
18 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
IN THE DEATHCARE INDUSTRY
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and customer surveys.
He is a funeral home owner, business- am fascinated by the continued upsurge war horse of Gen. Robert E. Lee. Virginia
man and former Batesville representative
in the pet deathcare segment of our Military Institute is the final resting
who has marketed his companies under
the social media label of The Funeral profession. Consumers not only have place of Little Sorrel, the war horse of
Commander. embraced offerings to memorialize their Stonewall Jackson. After the death of
beloved companions, but also have hosted both horses, their remains were preserved
MORE FROM THIS AUTHOR celebrations of life similar to those held and put on display for the public to admire.
Harbeson teams with Ryan Thogmartin for the loss of a human loved one. Pet Talk about a visitation with viewing!
to co-host a weekly video podcast called deathcare providers are expanding their Eventually, Traveller was interred just
Funeral Nation. reach in large metro markets and small outside the chapel near the entrance of the
Educational information, including towns across the United States. Now Lee family crypt on the college grounds.
copies of this article, can be found at everyone in America has the opportunity to Little Sorrels hide is still preserved,
www.theforesightcompanies.com honor their non-human loved ones. mounted over plaster, and is on display at
As anyone associated with our VMIs museum. The bones of Little Sorrel
For more information on Harbeson or profession knows, we are experiencing are interred on the parade grounds with a
The Foresight Companies, follow them on shifts in consumer behavior that directly stone marker atop of which an apple can
Facebook, Twitter or LinkedIn. impact our businesses. The exodus from often be seen resting.
burial to cremation as the leading choice In recent years, we have witnessed
of disposition after death has created more attention to the use of service
challenges for providers both economically animals in law enforcement and the
and from a service perspective. military, as well as for individuals. Service
However, keep in mind that one animals are highly regarded and integrated
constant will remain: When you lose into the work environment, forming close
someone you love, whether human or an bonds with their human partners. When
When you lose someone animal, your emotional reaction to loss these animals die, especially in the line of
needs to be addressed. Remembrance of duty, their sacrifice is honored.
you love, whether human the life lived and memorialization are One example is police K-9 Kye, a
or an animal, your key components to addressing grief, and 3-year-old German shepherd who worked
we need to continue to provide creative for the Oklahoma City Police Department.
emotional reaction to loss opportunities within our profession to meet After being fatally stabbed, Kye was
needs to be addressed. this need. laid to rest with full police honors. The
While preparing to write this article, ceremony included a service, casket and
I was reminded that history tells us that use of a hearse.
our non-human companions have been Another excellent example is the
honored from way back. I once lived in 13-year-old canine veteran Iireland, a
Virginia near the small town of Lexington, Belgian Malinois. She served two tours in
which has two highly regarded institutions Iraq and was dedicated to saving lives and
of higher education. Washington & Lee protecting our troops. A public memorial
University and Virginia Military Institute service was conducted at Camp Nelson
are located next to each other, nestled National Cemetery in Nicholasville,
in one of the most picturesque spots in Kentucky.
America. Interestingly, both colleges Iirelands service began with a
share an unusual commonality. Each is the processional let by a horse-drawn caisson
memorialized resting place for a war horse. carrying her flag-draped casket and
Washington & Lee has Traveller, the concluded with a 21-gun salute for the
20 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
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dedicated hero. During the ceremony, the she offers insights about pet loss. She is Creating a solid business plan to
flag from the casket was presented to her also a licensed funeral director. address every detail of concept, operations,
military handler. An increasing number of funeral homes funding, the market, marketing initiatives,
Yes, we have leaped forward as a across the United States are successfully execution of the business and sustainable
society, including in how we celebrate our offering pet deathcare services in their revenues is necessary so that entrepreneurs
pets lives and memorialize them. I think respective communities. Many create can ferret out and prepare themselves for
this trend will continue to grow. separate businesses to differentiate those the challenges they will face.
There are still different attitudes pet services from their existing funeral The biggest reason small and new
regarding the final disposition of a pet homes. It is estimated that more than 1,000 businesses fail is lack of capital. Even if
that are contrary to the direction the pet such businesses exist in the U.S. That you have a great idea and well-thought-out
deathcare market is headed. I know people might sound like a lot, but its a relatively plan, not having enough money to survive
who scoff at the idea of a pet funeral, or small number in comparison to the number during the ramp-up of a new business
cremation or memorialization. of funeral homes in the country. is often fatal. If you are expanding an
In fact, the shade tree cemetery These pet facilities are very similar existing funeral home or cemetery, funding
(back yard) is probably the most prevalent to human funeral homes and often come should not be substantially difficult.
final resting place for pets in America. complete with arrangement rooms, Does location matter for a pet deathcare
Nevertheless, I think that this segment of visitation areas, product display rooms, provider? We all know that in most
the business offers us opportunities. onsite crematories and even embalming cases it does for both funeral homes and
The number of pets in the United States rooms. Many varieties of caskets, urns cemeteries. Look for the answer in your
eclipses the number of humans. Naturally, and keepsakes are available for pets. market research. Some schools of thought
all living things eventually die. As we Though the idea of cemeteries creating suggest that funeral homes should not co-
continue to struggle to address changing sections allowing people to be interred locate pet death care services but rather
consumer attitudes toward service and with their pets is fairly new, pet sections house them separately. But as with any
final disposition, those of us who havent or cemeteries dedicated exclusively to pets decision, you need to make a decision
already done so should consider providing are not uncommon. based on your market.
services for pets. Another consideration worth noting is Finally, you need to understand the
that the pet funeral and cemetery business true overhead cost of running a pet
Why enter the pet market? is subject to significantly less regulatory deathcare business in order to decide on
What are some advantages of being a oversight. Licensure for personnel is the retail prices to charge for your services.
provider of pet funeral, cremation and/or practically nonexistent, which makes Unfortunately, the funeral profession is
cemetery services? recruiting people to work in this area a rife with misunderstanding about proper
First and foremost, the pet population much less daunting task than hiring funeral pricing, which continues to be one of the
is larger than the human population directors. major challenges to long-term viability.
in the United Statesapproximately Setting your prices at $100 less than
400,000,000 pets versus 327,000,000 Will a pet business be profitable? those of your competitorwhom you
people. Along with this number, consider Now to the big question: Can a pet funeral sometimes refer to as an idiotis
the lifespan of pets versus that of humans. home and crematory be profitable? For not a formula for success. Since Im on
Dogs have an average lifespan of most businesses, the components of success my pricing soapbox, Ill remind you
around 12 years and cats, about five years. do not differ. Yes, I know that some claim that changing prices once a year simply
Humans live for an average of 79 years. the funeral and cemetery profession is because the casket company increased
People average two pets during their unique, making the foundation for success their cost to your firm is an equally poor
lifetime, though its common for people to different. I agree that the services provided management decision.
have many more. and the products sold are unique, but the In closing, what is my opinion about
What these numbers add up to is basic tenets of running a successful business whether a funeral home or cemetery
the potential of a tremendous market remain constant. should be a pet deathcare provider? If you
for funeral and cemetery professionals Starting a pet funeral-cremation business have arrived at this point of the article you
accustomed to helping people after a loss. requires research and due diligence, as does may surmise the answer is yes.
Pets have become part of our families, so any other venture. Many businesses fail However, if your existing firm is not
their death causes grief, as would the death because their initiation is fueled by passion. profitable, expanding into such a venture is
of any family member. Dont get me wrong, having passion for most likely to fail. If youre not successful
As a funeral service provider, offering your start-up is essential, but conducting in one business, opening a second one
services to pet owners provides you with an market research is vital. without addressing the reasons for your
excellent marketing and service opportunity In the funeral business, I have seen lack of success pretty much guarantees that
for you to engage new client families. many well-meaning and enthusiastic both businesses will go to the dogs.
An excellent example is Jodi Perkins funeral directors passionate about doing Im passionate about the funeral and
Clock in Muskegon, Michigan. She not it better start a new funeral home and cemetery profession; throw me a bone and
only offers pet funeral services, but also fail because the market could not sustain lets chat sometimeId love to listen to
writes a fantastic blog, Ask Jodie, where another provider. your thoughts. r
22 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
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K-9 Officer Hardy prepared for transport by Memorial Pet Services. The body was carried from
the veterinary emergency service office by several officers acting as pallbearers.
24 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
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26 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
KIP: PET SERVICE OR MEMORIAL
We are now in the process of developing a protocol to use for all K-9 officers in need of our services.
Our goal is to ensure that handlers are aware of all options available to them.
been selected, we made three additional clay Commu-
paw prints, one for the department, and one nity members
for each one of the Mahaffey children to have show their ap-
as keepsakes. preciation for
K-9 Hardys
We offered to transport K-9 Hardy home
service.
(with or without a police escort). While
thankful for the offer, the Mahaffey family
elected to forgo this option.
Sgt. Sukus picked up K9 Hardys
cremains and expressed deep gratitude on
behalf of the Mahaffey family and the entire
Janesville Police Department for all that we
had done.
We are now in the process of developing
a protocol to use for all K-9 officers in need
of our services. Our goal is to ensure that
handlers are aware of all options available to
them.
It is important to us that each service is as
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Cherie Fry of Paus to Angels Pet Loss Center & Services was careful to create a beautiful last
picture of Gracie, who had been attacked by a coyote, for her grieving family. She used the
blanket in which the family had wrapped Gracie as a pillow in the casket.
28 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
KIP: PET SERVICE OR MEMORIAL
I created a shadow box to give Renee and Mike with Gracies collar, paw print, nose print
and fur from her tail, and added Mikes favorite pastime with Gracie: a mug of beer.
Non-deposit investment products offered through RBC Wealth Management are not FDIC insured, are not a deposit or other
obligation of, or guaranteed by, a bank, and are subject to investment risks, including possible loss of the principal amount invested.
2017 RBC Wealth Management, a division of RBC Capital Markets, LLC, Member NYSE/FINRA/SIPC.
Cemetery Impossible
Isard is president of
The Foresight Compa-
nies LLC, a Phoenix-
based business and management
consulting firm specializing in mergers
and acquisitions, valuations, accounting,
Starting a cemetery involves much more than
financing and customer surveys. buying land and landing one big-name client
He is the author of several books,
and frequently speaks at industry conven- Dear Cemetery Impossible,
tions. I have been offered land at a very attractive
price and I think it can be converted to a
MORE FROM THIS AUTHOR cemetery. The property is already zoned so
Educational information, including that a cemetery is an acceptable use. There
copies of this article, can be found at are two other cemeteries about 10 miles away enhance sales in the long run.
www.theforesightcompanies.com from this site. Most predictable sales come from within
You can follow Isard on Twitter at I am a long-time reader of this magazine a particular marketing radius. That radius is
@f4sight, LinkedIn and like The Fore- even though I do not currently own or work usually the distance the average consumer is
sight Companies on Facebook. in a cemetery. I have been around funeral willing to travel for the bulk of their routine
service a long time, working as a casket retail purchases.
salesman. A popular country and western In an urban area, that is generally five
music star heard of my plans and told me he miles. In rural areas, that can be 10 miles or
will buy a family mausoleum if I do this. Will more. It might seem like your competition
Editors note: The Cemetery Impossible that bring in more business? is far away at 10 miles distant, but you need
column is written by the staff of The Foresight I am ready to invest all I have. What am I to focus more on the population density
Companies. missing? you need to compete. Not every town can
If you have a question you want to be Wishing on a C&W Star support a McDonalds franchise. Enough
featured in this column, please send it to consumers, either residents or passersby,
danisard@theforesightcompanies.com.
Dear Wishing, need to be available.
Dan Isard or a member of his staff will
call you to get more information and a
First, what youre missing is all the things So you need to determine whether the
recommendation will be provided via this you dont know. A cemetery is a business. area where your cemetery would be has
column, helping not only you but also others It has an investment component and an enough of a population to support it.
who are facing similar challenges. operational component. All that you dont This is not to say that you wont make
know can spell bankruptcy very quickly. any sales outside of the service area Ive
Getting the zoning or operating approval described. You will. But these are not
is sometimes tough but not the biggest predictable sales. You cannot invest your
hurdle. Getting patronage is the biggest life savings based on outlying data points.
challenge. Assume you have 100,000 people in
The cemetery business is nothing at all your predictable service area. That will
like the funeral business. If anything, it is typically result in eight deaths per 1,000.
the opposite. Whereas the funeral business That means you might have 800 deaths
is about service, the cemetery side is about at need. Depending on your region of
sales. A cemeterys service component is the country, 50 percent or more of those
usually done riding on a lawnmower, not families will choose cremation, so about
face-to-face with patrons. 400 at-need cases will be cremated.
Making sales is the most important About 10 percent of cremated remains
part of developing a new cemetery. The are permanently inurned in a cemetery.
main reason people buy in any particular Therefore, at best, you can figure on 400
cemetery is because they have family traditional burials and 40 inurnments for
members or friends interred (or who own local cemeteries.
lots) within that site. As I stated earlier, most familiesabout
Your C&W star would constitute a nice 80 percent, in factchoose a cemetery
sale, but unless he planned on promoting where they have family or friends already
your site in his songs, I dont think it would interred. That means that a new cemetery
30 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
S TA R T I N G A C E M E T E R Y
can expect to capture, at best, 20 percent of is the cost of capitalization. If you are Typically, you also have to fund the
the market. going to lose $X the first year, you better perpetual care trust with the initial deposit.
That leads me to believe you might get have that money on hand to reinvest in the Each state has its own rules on the initial
80 burials and eight inurnments each year. business. This is all part of your business deposit and how much must be deposited
The families who are choosing interment capitalization. on each sale.
without having ties to a previously existing Your initial capitalization needs to cover Wishing on a C&W Star, you can
cemetery are going to consider proximity to all of your site improvements. Do you have convert the land into a cemetery. Any fool
their homes, their perception of the beauty any idea how expensive a paved road is? can do that. The hard part is converting land
of the site and price. The cost is about $1 million per mile of into a profitable cemetery.
Of course, for your cemetery to be road. You wont need a full mile, but .2 of Stay in the casket business and invest in
considered at all, the consumer must know a mile is $200,000. Why do you think most the stock market. You will sleep better at
you exist. That takes marketing. Now we cemeteries dont have paved roads? night. r
get into the cost of operations.
Marketing is very expensive. You will
need to get a public relations program as
well as a marketing program going.
If you want to make 100 advance Since
sales, you are going to need to have about 19 5 7
130 closing appointments with qualified
leads. To get a qualified lead you need to
Top-quality, solid wood urns, made by hand in Poland. Hundreds
have about 250 total appointments, which
of styles. Prices start at $2.90, with average price for the entire
requires about 400 leads from direct mail or
collection below $10.00. Unique features include: hand carving,
some other lead-generating program. The
burning and staining; concealed embedded hinges; wooden
cost of obtaining 400 direct mail leads can
corner joins and seasoned woods to eliminate warping; many
be $40,000 a year!
with raised interior linings for precision latch-free closure.
In addition, if you are making advance
Call or email for free, full-color catalog.
sales, not all will be paid in full. Typically,
about 75 percent of advance sales are
paid over time. Also, you may have sales
commissions to pay, and you will definitely
have income taxes to paycalculated as if
the advance-purchase consumers had paid
in full (the accrual basis of taxation).
Even if you get all of these sales, will the
revenue be enough to cover your overhead?
A cemetery incurs all the costs of a normal
business. You have fixed costs and variable
ones.
Fixed costs include salaries for adminis-
trative staff, property taxes, equipment leases,
advertising, insurance and vehicles. Variable
costs include the cost of goods, commissions
for sales staff and income taxes.
The most important hire in any cemetery
is the sales manager (or site manager, if
they oversee sales as well as all the other
staff). That person is going to be expensive,
but well worth it. They either will be doing
all of the selling themselves or will hire
salespeople. While the sales team is usually
paid on commission, the sales manager
receives a base pay.
You can see that there will be some costs
of operation while you are getting started.
It doesnt take a computer to figure out
the possible sales from 40 events is not
going to be enough to generate a profit. M. Cornell, Inc. 1462 18th St NW St. Paul, MN 55112
One cost most businesses fail to recognize (800) 595-6898 (651) 633-8690 info@cornellgifts.com www.cornellgifts.com
f
Like Todd Van Beck can be a waste of our client familys time. and unexpected points may easily arise,
on Facebook today!
On the other hand, movement may be and what seemed so central to us may be
so swift that it is very difficult to determine replaced by another subject of importance
MORE FROM THIS AUTHOR
just where one stage ends and the next one to the client family.
Van Becks book begins, and this is not good, either. This possibility is particularly relevant
Reverence for the Dead: Balance is the watchword here. I would to the process of the funeral professionals
The Unavoidable Link,
like to suggest that the three stages of the interview in contemporary times. In other
addresses in detail the
funeral interview are initiation, exploration words, in these turbulent days in the
ethical standards of car-
ing for the dead and the and closing. funeral world, anything can happen.
ethical consequences of At the outset of this article I would like Here are some common-sense ideas
not doing so. to make clear that I am not telling other concerning our subject which I hope the
www.amazon.com funeral professionals how to proceed with reader will find helpful, because in the end
a funeral interview per se. This article is isnt the noble goal of simply being helpful
devoted to exploring the nuances of the to another human being the ethical goal
Van Becks new book
interview, not providing a how-to guide. behind all funeral interviews?
The Story of Crema-
tion, walks the reader
Most funeral professionals are well Honest listening and sincere absorbing
through the history of versed in the techniques of the funeral of what we are hearing are key internal
cremation, its historical interview, but it seems to me that taking conditions that logically follow each other
uses to its use today. It time once in a while to review and think in the substance of the funeral interview.
concludes with a discus- about what we are doing is a good idea. Beginning funeral interviewers are
sion of the downsides of In the initial stage of the funeral often so concerned with just getting the
cremation. interview, the matter about which the basic, required details correct, and trying
www.amazon.com funeral professional and client family are to simply understand all that is going
meeting should be stated. Interestingly, on and just getting through the funeral
I have discovered that some family interview, that they miss the fact that they
clients are so confused, so grieved and so have not connected with the client family.
distracted that they dont know precisely I know this lack of confidence in making
why they are with us, nor do they know funeral arrangements certainly happened
that they want, or what to expect. to me when I started out, and truth is,
sometimes it still doesthere are no
Getting started guarantees in the funeral interview process.
The initial phase generally centers about Interviewing awkwardness is easy to
the decisions that the client family needs understandwe have all been therebut
to address concerning the death of another it doesnt help anyone if it continues. The
human being, the practical decisions remedy, interestingly enough, is a good
concerning the legal disposition of a old-fashioned dose of humility. Humility
32 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
PROFESSIONAL DEVELOPMENT
Once the initiation formalities of greeting and being seated are over,
the most useful thing we can do to get started is to ask the all-important open ended question:
Do you have anything that you would like to talk about before we begin?
Then listen just as hard as possible to what the family has to say. If we feel we must
say something, it ought to be brief and neutral, for we do not wish to get in the clients way:
Please tell me what has happened? or Please feel free to tell me whats on your mind.
usually redirects the focus from us to Earl Nightingale, the popular radio The great danger in these funeral
others, and this is a tremendous asset in commentator, once gave a program called professional-initiated interviews is
creating a meaningful funeral interview. The Strangest Secret. The programs the possibility that they will turn into
Gentle humility is a highly valued skill name caught my attention. This is what he monologues or lectures by the funeral
in the funeral interview. Humility is also said was lifes strangest secret: We become professional, or worse, a combination of
a sign of inner maturity that takes time to what we think about. It sounds very the two.
develop. Perhaps a good starting point is simple, but it is not. It is, however, true. We can avoid this danger if we are
to realize, with genuine humility, that what Here is how it works: If you think humbly careful to stop after we have
we say is generally much less important about being a humble person, that is what asked that all-important beginning open-
than we think it is. you will become. It will be your guide. ended question. Then we can furnish
When we start out in the beginning Likewise, if you think about being a the information and the interview gently
stages of our careers, we may be so prideful, selfish person, that is just what moves forward.
insecure and so enthusiastic when doing a you will become, and with each thought At this point, we need to, with gentle
funeral interview that our own eagerness there will be definite consequences. persistence, move forward with the task
gets in the way and we forget humility Once the initiation formalities of that need to be completed during the
entirely. Prideful enthusiasm can be fatal greeting and being seated are over, the funeral interview: decisions concerning the
when we are trying to help people. most useful thing we can do to get started disposition of the decedent and decisions,
We also may be so unsure of ourselves is to ask the all-important open ended designs and development of ceremonial
that we feel the need to prove how question: Do you have anything that you services and activities, including memorial
confident and important we are, and once would like to talk about before we begin? and ceremonial goods and services.
again, humility just vanishes. Then listen just as hard as possible to what If we want to have good communication,
Looking back at my own beginning the family has to say. we should see to it that the client family
work in funeral decision-making, I know If we feel we must say something, it has an opportunity to express themselves
I made many embarrassing and foolish ought to be brief and neutral, for we do fully after the important tasks of the funeral
mistakes. Even today, I know of no remedy not wish to get in the clients way: Please interview have been completed.
for this except patience and awareness, tell me what has happened? or Please I have discovered over the years that
constantly looking inward to locate and feel free to tell me whats on your mind. there is such a thing as the funeral interview
lock on to the maturity needed to conduct a (These short phrases are not scripts, only taking so long, the funeral professional
successful funeral interview. brief suggestions.) being so long-winded, that the bereaved
No matter how annoyingly insecure or Sometimes at the outset of the funeral client families time has been abused.
immature we might be during an interview, interview there is room or need for small
I have discovered that in most cases (to my talk on the funeral professionals part, Common sense points concerning
own chagrin and embarrassment) the client something to help the family get started. the funeral interview
family will set us straightif only we let But we should attempt this only when we The funeral professional should strive to
them. truly feel that it will be helpful. do these things when meeting with a client:
The interview in the funeral service Brief statements such as the following Assist the individual and/or client
profession is more art and skill than may break the ice: With traffic the way family to make their own decisions.
science, and therefore difficult to teach. it is today, did you have difficulty in Involve themselves with more than the
Every artist must discover his or her own traveling? or, We had a pretty mild solution to an immediate problem.
style and the tools with which he or she winter this year. Remember however that Concern themselves with attitudes
works best. Style matures with experience, small talk is just that, small in meaning rather than simply with decisions.
stimulation and reflection. and importance. Recognize and respect that the helping
I am not interested in you adopting By ignoring the brief and neutral open- interview involves emotions rather than
my style, but am very much interested in ended question Do you have anything on purely intellectual attitudes.
stimulating you to develop and reflect upon your mind right now? as a beginning, the Remember that the helping interview
your own style. There is no magic dust or funeral interview can easily start off on a involves establishing a quick rapport of
magic potion, but there is one single magic different note, with the funeral professional trust between the funeral professional and
bullet in our beloved profession: YOU, the jumping in too quickly and inadvertently the client. r
funeral professional. initiating the direction of the interview.
34 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
S U P P LY L I N E
36 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
PLEASE CALL FOR INFORMATION ABOUT OUR MONTHLY SPECIALS
U P D AT E
n Michael Soper, The opportunity to choose a
CEO of LEGACY Keepsake Pendant
FUNERAL GROUP, presents itself only once.
Houston, Texas, TM
The comfort a Keepsake Pendant offers,
received the Entrepre- lasts a lifetime.
neur of the Year 2017 K EE P S
Award in the services SAK E PENDAN T
category in the Gulf
Coast area from Ernst
& Young. The award
recognizes entrepreneurs
excelling in areas such as
innovation, financial per-
formance and personal
commitment to their
businesses and com-
munities. Soper was se- Sterling Silver Dog Bone Gold Heart Sterling Silver Cat Paw
Michael Soper, lected by an independent QUALITY SERVICE and REPUTATION SINCE 1993
CEO of Legacy panel of judges. Our
Funeral Group, 800-788-0807 Fax 608-752-3683 www.madelynpendants.com e-mail orders@madelynco.com
employees are passion-
with his Entre-
preneur of the
ate about serving each
Year Award. family one at a time,
Soper said. We make it
personal is not just something we advertise,
its the way we conduct ourselves everyday
as we honor the families we serve. Legacy
Funeral Group owns and operates funeral
homes across nine states, with more than 100
locations from Orlando to Las Vegas.
n The CATHOLIC CEMETERY CON-
FERENCE, Hillside, Illinois, has elected
John A. Spalding to its board. Spalding,
president and CEO of Catholic Cemeteries,
Archdiocese of Washington, D.C., is director
of Eastern U.S. and Canada.
In memoriam
P aw
Joel Kirschenbaum P
Joel Kirschenbaum, 87, of Kirschenbaum
Brothers Inc. Funeral Directors, Brooklyn,
New York, died October 10, 2017.
He was a former partner in Memorial
Chapels and Cemeteries, Florida, and worked
for Service Corporation International, Hous-
ton, Texas. He was honorary past president
of the Jewish Funeral Directors of America
and chairman for more than 30 years of the
Tripartite Committee on Jewish Funeral
Standards for the United States and Canada.
He was the patriarch of the JFDA prior to its
affiliation with the ICCFA.
Survivors include three daughters, seven
grandchildren and one great-grandchild.
Services were held at the Frank E. Camp- 800-535-8667
bell funeral chapel, with interment at Locast
Valley Cemetery. r
38 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
U P D AT E
n MICHIGAN MEMORIAL PARK one dollar for every mile walked during to support families in need of assistance as
and MICHIGAN MEMORIAL FU- the month of August, said MMP Presi- well as assist children with hair loss due to
NERAL HOME, Flat Rock, Michigan, dent Kelly Dwyer. The three members medical reasons. Since 2011, Michigan
recently made donations to two charities who log the most miles during that time Memorial Park has donated $10,542.00
on behalf of their walking club. Deb- then select an organization to receive the to eight local charitable organizations on
bies Closet and Children With Hair Loss funds. This year, top walkers Bill Elwell, behalf of the 113 walking club members,
each received $1,556. Every year since Charlie Saganek and Gail Nemeth chose an average of $2,100 annually.
2011, Michigan Memorial Park donates two nonprofit organizations whose goal is
n OAK
HILL CEM-
ETERY
& ARBO-
RETUM,
Evansville,
Indiana, held
its second
Twilight
tour in
October. The
tour was a
benefit for
the Adopt-
an-Ash
Program, which is attempting to save 23 ash
trees in the cemetery from the emeral ash
borer. The tour featured live re-enactors por-
traying past cemetery superintendents, includ-
ing the first woman to hold the position, and
several local people with interesting stories,
including a World War I nurse, an industrial-
ist, a cartoonist for the local newspaper and a
social reformer and writer.
A re-enactor leads a group at the Oak Hill Cemetery & Arboretum Twilight Tour.
n The SOCIETY OF PROFESSIONAL hood friend. Neil Steinberg of the Chicago Sun-Times,
OBITUARY WRITERS recently Obituary Writer of the Year went to who saluted the 83-year life of the Brook-
honored the best writers in the field at Linnea Crowther of Legacy.com, whose field Zoos star cockatoo, Cookie.
the biennial ObitCon conference, held body of work celebrated the cultural im- This years ObitCon marked SPOWs
at the Evanston, Illinois, headquarters of pact of numerous artists, musicians, actors, 10th anniversary as the organization
Legacy.com. Reporters and editors from writers and athletes who died during 2016. representing obituary writers professional
all over the world submitted entries for Best Obituary of an Ordinary Joe/ community. Acclaimed documentary
consideration in the 2017 Grimmys, as Jane went to Maureen ODonnell of the filmmaker Vanessa Gould, director of the
SPOWs professional achievement awards Chicago Sun-Times, whose winning story recent documentary Obit, which goes
are known. After blind judging by a panel paid tribute to a Butterball Turkey Talk- behind the scenes of the New York Times
of experts, SPOWs unique tombstone- Line expert who helped families solve obituary desk, headlined ObitCons lineup
shaped trophies were presented to winners their holiday meal crises. of guest speakers. Also speaking were
in five categories: Best Long-Form Obituary went to Adam Bernstein, obituaries editor at the
The Alana Baranick Lifetime Achieve- Tom Hawthorn of Torontos The Globe Washington Post; Owen Youngman, the
ment Award went to Andrew Meacham of and Mail, who told the colorful life story Knight Professor of digital media strategy
the Tampa Bay Times, whose 2015 feature of Al Howie, an eccentric ultramarathoner at Northwestern University; Susan Soper,
series Finding Fletcher documented his who ran across Canada. founder of ObitKit; and Stephen Segal,
search for the fate of his long-lost child- Best Short-Form Obituary went to senior managing editor at Legacy.com. r
S U P P LY L I N E
40 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
I C C FA N E W S
I
CCFA is ready to march forward into the new year at the fective ways to engage with attendees in your booth? Do you
2018 Wide World of Sales Conference, January 10-12, have the right staff? Which booth amenities are most effec-
at the New Orleans Marriott in New Orleans, Louisiana. tive in engaging your attendee audience?
The Wide World of Sales Conference is designed for counselors Out-of-booth engagementIn-booth attendee engagement
and managers working in funeral home/cemetery marketing, is just one of multiple touch points available to you when
preneed or at-need sales. This years sales program centers on exhibiting. Evaluate options against your overall goals for
the actual act of selling, with proven strategies from experts exhibiting and determine which other tactics make the most
in their field. From this selection of speakers, you will learn sense for your exhibit program.
innovative sales and marketing techniques that will have your
Post-event engagementAim to continue engagement!
business marching forward and passing your competition!
Evaluate post-event digital communication preferences and
Here is a sneak peek at the 2018 program:
determine which approaches best suit your exhibit program.
Wednesday, January 10, 4 - 5:15 p.m. Your participation in this interactive session is key to how
much you take away. Come with your ideas and be ready to
It just wouldnt be a Wide World of Sales Conference without hear ideas from your peers. Its a chance to learn, brainstorm
our kick-off event, the ever-popular Fireside Chat with and have some fun!
Gary OSullivan, CCFE. With his mix of humor, personal
experience and straight talk, OSullivan mentors, encourages Thursday, January 11, 9 - 10:15 a.m.
and motivates his audiences to be the best in the profession.
Do you or individuals in your organization suffer from
He will share his vast experience from his sales and sales
call reluctance? Are you giving up or giving in to easily to
consultancy career and will discuss a wide range of topics
objections and excuses? Have you ever just flat out stopped
including, but not limited to, integrity, leadership, corporate
prospecting because of fear? Attend keynote speaker Dave
culture, sales concepts and professionalism. The Fireside
Browns The Answer Lies Behind the Next Door to
Chat never disappointsjust ask anyone who has had the
learn how to strengthen your persistence and enthusiasm in
privilege to attend one of these standing-room-only events!
ALL you do. He will show you how to conquer all the nega-
Wednesday, January 10, 4 - 5:15 p.m. tivity that floats around your mind when selling and create
a plan to unleash your untapped selling potential. You dont
New to this years program is the Supplier session: Does want to miss it!
Your Exhibit Program Have a Killer Strategy to Win the
Attendee Engagement Battle? When your company spends Thursday, January 11, 1:40 - 2:30 p.m.
the time, money and resources to display a booth at a trade
The average buyer is over halfway through their decision-
show, you want to be able to maximize the effort by being
making process before they
engaged throughout the entire process. Nancy Drapeau, se-
even speak to a salesperson.
nior research director with the Center for Exhibition Industry
If you want to make a lasting
Research, will share her insights on how to make the most of
impression, you need to deliver
your trade show investment.
a message thats memorable.
Pre-event engagementAre you taking full advantage of
Attend keynote speaker David
how attendees look to engage with exhibitors before an
Hookers Conversational
event? Are you using the right marketing mix in pre-event
Presenting, and learn why, when
marketing efforts?
its time to meet with a family,
In-booth engagementWhat are the most popular and ef- the best sales presentations are
Learn how sales are part of everyday life, even for attorneys,
Friday, January 12: Sales Boot Camp:
in the seminar from Poul Lemasters, Esq., Five Things 10:30 a.m. Referrals, Linda Jankowski, CCE
a Lawyer Can Teach Me About Sales: Theres A Reason
11 a.m. Your Future is Right in Front of You, William
Some Lawyers Are Called Rainmakers. While death and
Bonacorda, Trust 100
law might not seem to have much in common, there are more
similarities between them than you might think. In fact, 11:30 a.m. Review & Close, Gary OSullivan, CCFE
there are some great insights anyone can take from the legal
profession and use in any business, including death care. Whether you are new to the sales force or a seasoned sales-
This seminar will cover the following topics, as well as pro- person, your registration to WWS includes:
vide concrete examples of how to apply them to your sales
The WWS on-site schedule, presentation details and note-
practice: Get over yourself; forms are not the enemy; follow
writing space all in one take-home notebook
through; know the issues; and explain the unknown.
Welcome reception on Wednesday night and networking
lunch on Thursday
Sales Boot Camp: For anyone new to sales. The Sales Boot
camp focuses on prospecting, presenting and referrals. Its free Breakfast, coffee and refreshment breaks between sessions
to attendees, but is limited to 60 students, so sign up early!
The 2018 Wide World of Sales conference is coming up fast,
Thursday, January 11: Sales Boot Camp: so mark your calendars now for January 10-12, 2018. Hotel
10:40 a.m. Setting & Tracking Goals, Gary OSullivan, rooms at the New Orleans Marriott are only $149 per night!
CCFE, Gary OSullivan Co. Registration forms, hotel information and sponsorship
opportunities are available at www.wideworldofsales.com. r
42 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
I C C FA N E W S
44 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
Statement of Ownership,
Management & Circulation
E-mail calendar listings and additions or corrections
to bclough@iccfa.com and sloving@iccfa.com. Calendar
1. Publication title: ICCFA Magazine. For continually updated meeting listings and direct links to websites for associations,
2. Publication no.: 1936-2099 go to www.iccfa.com, click on Events and then go to View Full Calendar of Events.
3. Filing date: September 28, 2017.
4. Issue frequency: 10 times per year.
5. No. of issues published annually: 10. December 7: Connecticut Funeral Di- Las Vegas, Nevada. www.iccfa.com
6. Annual subscription price: $39.95. rectors Assn. Annual Mtg. www.ctfda.org April 29-May 2: Kansas Funeral Direc-
7. Complete mailing address of known office of pub- December 7: Maryland Cemetery, tors Assn. Annual Convention, Topeka.
lication: 107 Carpenter Drive, Suite 100, Sterling, Funeral & Cremation Assn. 10th Annual www.ksfda.org
VA 20164-4468. Holiday Gathering, The Rusty Scupper, June 2-5: Louisiana Funeral Directors
8. Complete mailing address of headquarters or gen- Baltimore. www.mcfca.us Assn. & Mississippi Funeral Directors
eral business office of publisher: 107 Carpenter
Assn. Joint Convention, Golden Nugget,
Drive, Suite 100, Sterling, VA 20164-4468. 2018
9. Full names and complete mailing addresses of pub- Biloxi, Mississippi.
lisher, editor and managing editor: Publisher January 10-12: ICCFA Wide World of www.mississippifuneraldirectors.com
Nadira Baddeliyanage 107 Carpenter Drive, Suite Sales Mtg., New Orleans Marriott, Louisi- June 3-6: Georgia Funeral Directors
100, Sterling, VA 20164-4468; Editornone; ana. www.iccfa.com Assn. Summer Convention, King and
Managing editorSusan Loving, 107 Carpenter January 15-16: Alabama Funeral Direc- Prince Beach Resort, St. Simons Island.
Drive, Suite 100, Sterling, VA 20164-4468. tors Assn. Mid-Winter Trade Show & www.gfda.org
10. Owner: International Cemetery and Funeral Expo, Birmingham. www.alabamafda.org June 5-7: Funeral Directors Assn. of
Association, 107 Carpenter Drive, Suite 100,
February 22-24: California Assn. of Kentucky Annual Convention, Crowne
Sterling, VA 20164-4468.
11. Known bondholders, mortgagees and other secu- Public Cemeteries 60th Annual Conf., Plaza Hotel & Kentucky Fair & Expo Ctr.,
rity holders owning or holding 1 percent or more Embassy Suites, San Luis Obispo. Louisville. www.fdaofky.com
of total amount of bonds, mortgages or other www.capc.info June 9-12: Virginia Funeral Directors
securities: None. February 28-March 1: International Assn. Annual Convention, Charlottesville.
12. The purpose, function and nonprofit status of this Conference of Funeral Examining www.vfda.net
organization and the exempt status for federal Boards 114th Annual Mtg., International June 17-20: Alabama Funeral Directors
income tax purposes has not changed during House Hotel, New Orleans, Louisiana.
preceding 12 months. Assn. 132nd Annual Convention, Point
www.theconferenceonline.org Clear. www.alabamafda.org
13. Publication name: ICCFA Magazine.
14. Issue date for circulation data below: August- March 22-24: Casket & Funeral Supply July 15-17: Southern Cemetery, Crema-
September 2017. Assn. Winter Seminar, Nashville, Tennes- ton & Funeral Assn. Annual Convention,
15. Extent and nature of circulationAverage no. see.www.cfsaa.org Hilton Riverside, New Orleans, Louisiana.
copies each issue during preceding 12 months: April 18-21: ICCFA Annual Convention www.sccfa.info r
(a) Total no. copies8,540; (b) Paid circulation & Expo, Mandalay Bay Resort & Casino,
(b1) Mailed outside-county paid5,265; (b2)
Mailed in-county subscriptions37; (b3) Sales
through dealers and carriers, street vendors
and counter sales and other non-USPS paid
distribution392; (b4) Other classes mailed0;
New Members
(c) Total paid distribution5,694; (d) Free or
nominal rate distribution (d1) Outside-coun- Providing excep- MEMBERSHIP APPLICATIONS
ty2,500; (d2) In-county0; (d3) Other classes tional education, Admission to ICCFA membership normally
mailed6; (d4) Outside the mail196; (e) Total networking and requires a majority vote of those present
nonrequested distribution2,702; (f) Total dis- legislative guidance and support to pro- and voting at any meeting of the executive
tribution: 8,396; (g) Copies not distributed144; gressive cemetery, funeral and crema- committee. The names of all applicants
(h) Total8,540; (i) Percent paid circulation68 tion professionals worldwide
percent. Extent and nature of circulationActu- must be published in this magazine. IC-
al no. copies of single issue published nearest to CFA members objecting to an application
filing date: (a) Total no. copies7,800; (b) Paid FOR INFORMATION ABOUT must do so in writing to the ICCFA execu-
circulation (b1) Mailed outside-county paid THE ICCFA AND MEMBERSHIP tive director within 45 days of publication.
4,962; (b2) Mailed incounty subscriptions48; Go to www.iccfa.com/membership In the event of an objection, the executive
(b3) Sales through dealers and carriers, street
vendors and counter sales and other non-USPS
to download a benefits brochure and an committee will conduct an inquiry. If an ap-
paid distribution345; (b4) Other classes application form. plicant is rejected, they will be granted an
mailed0; (c) Total paid distribution5,355; Call 1.800.645.7700 to have member- appeal upon written request. The decision
(d) Free or nominal rate distribution (d1) ship information faxed or mailed to you. of the Board of Directors shall be final.
Outside county1,818; (d2) In-county0; (d3)
Other classes mailed0; (d4) Free or nominal
rate distribution outside the mail192; (e) Total
nonrequested distribution2,010; (f) Total dis- Regular Professional/Supplier
tribution: 7,365; (g) Copies not distributed435; Savannah Family of Funerals Northeast Mausoleum LLC
(h) Total7,800; (i) Percent paid circulation73 Savannah, Georgia New Hope, Pennsylvania
percent. Stewart Family Funeral Home OpusXenta
16. This statement of ownership will be printed in the Tyler, Texas Campbell, California
December 2017 issue of this publication.
17. Signature and title of editor, publisher, business Professional: Pet Loss Services United Independents LLC*
manager or owner: Susan Loving, Managing Portland, Oregon
Pet Traditions Pet Loss Memorial Center
Editor. *rejoined r
Wichita, Kansas
Qualified candidates meet the collaborate effectively with others experienced and successful
following criteria: in a team atmosphere. cemetery sales managers and
High school diploma or Must be honest in abiding by family service counselors in:
equivalent. company policies and procedures. Metro Baltimore, Maryland
Sales manager wanted Three+ years of sales Must be well organized and Long Island, New York
StoneMor Partners L.P. is experience with proven track have strong time management Peoria, Illinois
conducting a search for seasoned record, preferrable in B2C skills. Eureka, California
sales managers to join our team! industry. Confidence and Sherman, Texas
We currently have opportunities in one year of supervisory or professionalism to interact with We offer:
Tennessee, Alabama, Georgia and management experience. clients over the phone and in The highest commissions and
Florida. Proven leadership ability, person. over-rides in the industry
This position is responsible for excellent customer service, sales Ability to work with clients No caps on income
managing the sale of all StoneMor and communication skills. one-on-one and build strong A compensation plan that has
cemetery products and/or services Ability to supervise, motivate customer relationships. not changed in over 13 years
at the assigned location. and train sales personnel. Desire to set your own An excellent benefits package
We offer to our valued Ability to develop new and schedule and ability to work including matching 401K
employees a competitive effective methods of increasing evening and weekend hours. The premier locations in their
compensation and benefits sales in a competitive environment. Must have a valid drivers markets
package, including: medical, Ability to appropriately license and reliable transportation. An old-school sales mentality,
dental, 401k, life, short/long-term handle employee relations and Apply now for immediate not a corporate operations
disability, FSA options, tuition performance issues. consideration! mentality
reimbursement and more! Ability to interact and Please send resumes to jsiga@ The opportunity to be the only
stonemor.com. salesperson at the location or part
StoneMor Partners is an Equal of a sales team
Opportunity Employer No corporate micro-
management
Cemetery sales opportunities Relocation assistance
Are you looking for a change? Be appreciated and earn what
Are you tired of all the corporate youre worth!
changes, lowered compensation, Contact Tracy Palm at
unfulfilled promises and concern 410.638.2811; or e-mail me at
about your job security with your cemeterysales@hotmail.com
current employer? Those who join our team dont
This could be your last call! leave! They have worked for most
The fastest-growing privately- of the others but have never been
owned cemetery sales company happier than they are with us. You
in the country, currently with 40 can ask any of them. r
locations in nine states, is seeking
Contact Rick Platter (rplatter@iccfa.com) to make sure your ad is included in the January 2018 issue
of ICCFA Magazine that will be mailed to thousands of non-members as well as to members.
46 ICCFA Magazine Like the ICCFA on Facebook & friend ICCFA Staff
Who Supplies
the Suppliers?
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