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10 PET SERVICES
The Laurels offers families one-stop service for their pets
Why offer pet services to your families? For West Laurel Hill,
doing so was a matter of responding to community interest. People
Glenda Glassman and Spartacus at the were asking for their help with memorializing their beloved pets, and
grand opening of The Laurels Pet Center
West Laurel Hill didn’t want to keep turning them away.
at West Laurel Hill Cemetery & Funeral
Home. David and Glenda Glassman’s interview of Deborah Cassidy by Susan Loving
previous Spanish water dog, Maximus,
was the first pet interred at The Laurels 20 PET SERVICES
Pet Cemetery. The economic argument for adding pet services
Should you add pet-loss services to your business?
8 President’s Letter From a purely economic standpoint, it makes sense, especially
Fall conference offered us help with
our daily management challenges
as the cremation rate continues to rise.
Christine Toson Hentges, CCE by John McQueen, CFSP
9 Washington Report
24 2017 KIP AWARD FIRST PL ACE WINNER: PETS
Seeing 2019 with 2020 vision
by Robert M. Fells, Esq. Clock’s arranged a final jeep ride and fitting service for a 4-legged
34 Supply Line vet Veterans deserve a send-off that honors their service. Clock
36 Update
Timeless Pets helped a former Marine arrange a fitting farewell
38 Former association President for a fellow veteran, a dog that had served three combat tours.
‘Hap’ Bledsoe started a cemetery, Clock Timeless Pets, Muskegon, Michigan
championed veterans, traveled
the world 28 2017 KIP AWARD HONORABLE MENTION: PETS
39 Colleagues rmember ‘Happy’ Timberland Urns helped veteran honor beloved dog
Bledsoe, an industry icon
A Marine Corps veteran wanted a special memorial for his beloved
40 Help available with
explaining funerals to children
Labrador retriever.
46 Calendar, Classifieds, Ad Index
Timberland Urns, Eagon, Minnesota
4 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
JIM DOBBINS
SIMPLICITY LOWCOUNTRY CREMATION & BURIAL
“WHEN YOU’RE
BUILDING A
BUSINESS, IT’S
ESSENTIAL TO
FIND THE RIGHT
PARTNER.”
Our business was busting at the seams. We We were a young business, and we didn’t have
couldn’t keep up with our call volume and benefits, a legal department, IT, or marketing.
continue delivering the high level of service After meeting with Foundation Partners, it was
our families were accustomed to without a clear they were a great fit. Today, the business is
major change or addition to our business – thriving. There are new opportunities not only
that addition was Foundation Partners Group. for myself, but also for my staff. Having a true
Our firm needed a partner to provide us with partner walk with us every step of the way is
more resources. invaluable to us.
6 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
President’s Letter
by ICCFA
2018-2019 Fall conference offered us help with
President Christine
our daily management challenges
C
Toson Hentges, CCE
oming off the high of our Fall Manage-
ment Conference, I write this at the mid-
term of my presidency. The fall meeting
was a fantastic way to celebrate this milestone,
which seems to have arrived quickly. The
program was chaired by my talented and dear
friends Lauren Blevins and Andrés Aguilar, who
did an excellent job of bringing us a solid and
thought-invoking session.
One of our speakers, Bruce Tulgan, spoke for an
entire day, which may sound risky when it comes to
keeping everyone’s attention, but his content about Fall Management Conference attendees enjoy a
reception at Manalapan, Florida. The 2019 con-
employee engagement, hiring/retaining talent and
ference is in Santa Ana Pueblo, New Mexico.
christieh@tributeinc.com continuously striving to be the best managers we can
be was intriguing and kept the audience’s attention professionals stay relevant and progressive. Besides
➤Hentges is president and
the entire time. offering a wealth of excellent programming, the Fall
CEO of The Tribute Compa-
nies, Hartland, Wisconsin. One of the highlights of the program was hearing Management Conference was held in a beautiful
our members’ questions about real-time challenges, location in Florida. In 2019, the conference will be
answered in ways everyone could learn from. Being September 25-27 at the Hyatt Regency Tamaya in
humble and recognizing we are all confronted daily Santa Ana Pueblo, New Mexico. Once again, it’s
with issues that can wear on our time and energy are sure to impress, so mark your calendar now.
at the heart of getting the most from these sessions.
Bruce effectively conveyed realistic approaches for Up next: DEAD Talks
handling daily managerial issues. The next ICCFA meeting will be the annual Wide
The second day began with our excellent World of Sales at Bally’s in Las Vegas, January
government and legal affairs panel members, who 23-25, 2019. This is the perfect meeting for your
gave us an updated “state of the association” talk “boots on the ground” sales counselors, sales
about what the ICCFA is doing for its members. managers, general managers, as well as suppliers
Government and legal issues are a huge deal for and vendors who want to learn more about the sales
Above, Fall Conference Co- all of us, but unfortunately too many people adopt process. This conference has always been based on
chairs Lauren Blevins, CCFE,
an “it won’t affect me” attitude. The fact is, if your giving attendees useful information in an intriguing
and
operation hasn’t been affected yet, it will be at some and fast-paced format. This year’s new format,
Andrés
point. What we learn through these government and “DEAD Talks,” will mimic the well-known “TED
Aguilar.
legal affairs updates (available twice a year, at the Talks.” This is sure to be another excellent learning
fall conference and at our convention in the spring) experience for everyone.
Right,
as well as the work our Government & Legal Affairs Did you know there are scholarships available
speaker
Bruce Committee does year-round to keep us informed for this meeting, as well as for ICCFA University
Tulgan. about what’s happening in this arena are crucial to all (July 19-24, 2019)? The deadline to apply for a
of our operations. scholarship for the 2019 WWS has passed, but you
Below, The conference also included a session featuring can still apply for a scholarship for ICCFAU. The
Les colleagues from within our profession discussing ICCFA Educational Foundation is making a total
Schnei- what ecommerce looks like now and how it should of 100 scholarships available for these two premier
der, be structured to be the most effective going forward. educational opportunities, so be sure to bookmark
ICCFA’s They made it evident that right now, our ecommerce https://iccfa.com/scholarships/.
tax is targeting price shoppers. Are we doing this Whew! So much energy is coming from the
counsel, intentionally or unintentionally, since this is the ICCFA! Don’t miss a beat; stay on top of everything
speak- simplest approach? Are we forgetting the person happening by following the ICCFA on Facebook,
ing at the
who cannot get to our facility—or chooses not to do Twitter and LinkedIn.
Govern-
ment & so—but would see the value in higher-end options if I continue to enjoy serving as your president
Legal we presented them online? and doing everything I can to promote ICCFA
Affairs Staying informed and ahead of the game is membership and to help all of our members benefit
Breakfast. critical for all of us. The ICCFA continues to offer from everything the association has to offer them and
the best information to help funeral and cemetery their organizations. r
8 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
Washington Report
Seeing 2019 with 2020 vision by ICCFA General
G
Counsel Robert
iven the necessary time lag between charges against him were a little sketchy. M. Fells, Esq.
magazine writing and publication, Today we have calls for the impeach- robertfells@iccfa.com
by the time you read this column ment of the president, and again the 1.800.645.7700,
you will know something that I do not. charges are sketchy. The original cause ext. 1212
Namely, you will know the outcome of the de’celebre of Russian collusion doesn’t direct line: 703.391.8401
national midterm elections of November 6. seem to be panning out, and where there
I am limited to repeating the predictions and appears to be the possibility of misconduct
wishful thinking of political stakeholders by somebody, the culprit is not the ➤Fells is ICCFA general counsel, re-
who hope that by announcing how they president. Not since Ronald Reagan’s sponsible for maintaining and improv-
want the election to turn out, it will. fabled “Teflon coating” have we seen a ing relationships with federal and state
Historically, the party in the White House president elude his critics. government agencies, the news media and
for a four-year term will experience a sort These observations are only background consumer organizations.
of buyer’s remorse by the voters at the two- to get to the real issue of what can we ➤ Fells has worked on behalf of the ceme-
year mark when the stunning promises of the expect from our federal government in tery and funeral service profession on legal
campaign trail fade in the cold light of elected 2019. Tax reform has become a Hobson’s and legislative issues since 1975 and joined
office. In other words, our political leaders Choice, i.e., no choice at all, of either the ICCFA staff in 1983. He is retired from
his position as the association’s executive
win by their promises, then placate the voters making permanent the tax cuts of the recent
director, which he held for six years.
with excuses. Hence, the opposing party will tax law or repealing those tax cuts and
almost certainly make gains, and possibly raising taxes. ➤ He has published
win the majority, in the House or Senate. Immigration reform presents a choice a number of books.
His latest, “The Curse
For this election, the Democrats are between sealing our southern border or
of the Tomb,” brings
given good chances to assume the majority legalizing all the “undocumented workers”
back Maj. Alexander
in the House of Representatives, although who call the USA their home now. This Armstrong, who featured
it is said to be less likely in the Senate. so-called amnesty policy seems to have in two previous books.
But as the 2016 election proved, the been inspired by the rule in baseball about The discoveries of
experts sometimes are very wrong in their stealing bases. If you arrive before being the royal tomb of King
predictions. tagged out, then you’re safe. In both cases, Tutankhamen creates a
Everybody knows that the Democrats tax and immigration reforms, it is easy to huge black market in forgeries of antiquities
dislike President Trump because he’s a understand why Congress keeps kicking where the stakes include murder, and the
Republican. Less well known is that the the can down the road. No matter what they British government seeks assistance from
Republicans also dislike the president for might agree on doing, too many voters will the Americans.
the same reason. Mr. Trump is a political hate it. Hence, they do nothing.
gatecrasher. This doesn’t mean that the government
Nobody in either party wanted him will do nothing. The term “deep state”
to run for president, but the time-tested means different things to different people,
control over candidates, i.e., funding, did but for our purposes it means the work-a-
not apply to Donald Trump, who stunningly day bureaucracy cranking out more laws
is wealthy enough to pay the staggering and regulations with frightening efficiency.
campaign expenses. How can either party Just today I checked on what’s new:
or even both parties working jointly control today the federal agencies enacted 126 new
such an individual? The simple answer is regulations. In the last seven days, they issued
that they can’t. 470 new regs; in the last 15 days there were
By coincidence, I have been reading a 964; in the last 30 days there were 1,862 new
recent biography on Napoleon (by Andrew regs. In the last 90 days there have been 5,703
Roberts). I don’t see President Trump as new regs. I could go on, but I don’t want to
Emperor Napoleon, but there are some be accused of inflicting cruel and unusual
astonishing similarities about the times they pain on our members.
both lived in. To conclude, no matter which party
Now as then, there is the troubling aspect has triumphed on this year’s Election Day,
of “guilt by accusation” when the burden the promises made will dim, but the key
is shifted onto the accused to prove his or question will continue to be: What role do
her innocence. In the 1790s it was called Americans want the federal government to
the Reign of Terror; today it’s called “the play in their lives? The nation is seriously
resistance.” Back then the calls to dethrone split on this issue, so it should not be
the king finally succeeded, though the surprising that Congress is, too. r
10 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
Above, the historic
house, formerly used
by a cemetery care-
taker, that was reno-
vated for use as The
Laurels Pet Center.
We know that pets are people to their owners—we know that from talking to the families we’ve met.
And obviously our hope is that if we’ve done a wonderful job on one side, they’ll choose us for the other.
wanted to be able to help families. When it Laurels Pet Cemetery is a completely When you say behind, is the aquamation
comes to death in any category, we wanted designated area; it has a beautiful entrance. unit in a separate building?
to be able to offer our services. While it is on our grounds, it’s completely Yes, it is in a separate building. We were
We have traditional burial, cremation separate from West Laurel Hill Cemetery. attempting to put it on the back of the pet
options, funeral services, green services. It is right across the street from our funeral home, but the building is a historic
A lot of families were asking if we bury pet center, which is where we do our home. After doing a lot of research, we
pets, and we had to say no, we couldn’t arrangements, where we can do visitations. decided to use one of our buildings that’s
serve them. So we did a lot of research and We didn’t want the center to look like a behind the pet center.
discussed what we wanted to offer. veterinarian’s office. We wanted it to look The location is perfect and our capital
Yes, it took us a little longer than like a funeral home—a pet funeral home. projects manager, Chris Conti, did a
someone who might just decide to take a Right behind The Laurels Pet Center is our fantastic job of renovating the whole area
portion of their property and say, “Here’s aquamation center. and putting all the equipment in. It’s quite
our pet section.” So all our pet services are located in the a sight—the first water-based cremation
That is not what we have here. The same area. site for pets in Pennsylvania.
➤to page 14
12 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
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PET SERVICES
Above left, the building behind The Laurels Pet Center that houses the aquamation center and the entrance to the aquamation
center with The Laurels branded rug. Above right, the aquamation equipment and cold storage units inside the aquamation center.
14 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
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I think pet services are similar to green burial services. You’re not going to suddenly
have 200 burials in a month. But it is a trend, and I think there will be steady growth.
The entrance to The Laurels Pet Cemetery, which is across the street from The Laurels Pet Center, as seen in the photo below.
The 3-acre cemetery has its own entrance and includes a walking trail for people and their pets.
people with products, so there are more I think pet services are similar to
available to look at online. green burial services. You’re not going
Do you pick up the deceased pets and take to suddenly have 200 burials in a month.
them to the aquamation center if there’s But it is a trend, and I think there will be
not going to be a visitation? steady growth.
Yes. Even if there is going to be visitation, Do you have any expectations for the
the pets still go to the aquamation center, aquamation facility, or projections for
which is where they are placed into a casket how many aquamations per year you’re
and then transferred to the pet center. expecting?
If the family doesn’t want their pet in a I think we were talking about 30 in the first
casket for the visitation, Chris has come up year. It’s so new and different, and we’re
with a bedding area. want to overburden a family by having to trying to educate families. It’s more about
choose this and then this and then this. the relationship we’re building with our
With a kitchen available, I guess you can If people want to upgrade anything or
serve light refreshments. local veterinarians.
change something, of course we’re going We’ve met with about 15 of them so far,
Exactly, yes. There’s a refrigerator and a to do that. But if it’s just easier for them and we’re planning a private reception and
sink, but not a stove. If someone wanted to to choose a package, we want to offer the tour for the veterinarians and their staffs so
bring in a caterer, they could set up in the family that alternative. they can understand the process and feel
kitchen. How many burials have you done at this comfortable using our services.
I saw that you offer a pet service package, point? I think a lot of our local veterinarians
which includes a graveside service. Are Eight. The amazing part is, we thought that use an out-of-state company from New
you offering the package because you the aquamation rate was going to be higher Jersey to pick up their pets. We’re offering
found that on the people side, people like than the burial rate, but at this point (six a local alternative.
packages, so you thought you’d offer One of the main reasons we went with
weeks after opening), we have had only
them on the pet side? aquamation is our sustainability initiative,
three aquamations. One of those was a pet
Yes; it’s just easier for people. You don’t alligator, Sheldon. which we started several years ago. We’re
16 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
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PET SERVICES
always thinking about how we can do things that there are a lot of families who want
that are more local, that cut down on our euthanization at a certain point, and we
carbon footprint. didn’t want to have to tell them that we
We have a brochure that explains can’t refer them to anyone.
aquamation that we give the veterinarians Lap of Love has such a good reputation,
and also families. we believe they’ll provide families with
A constant complaint we hear from the same level of care that we give.
attendees at the pet sessions at the ICCFA A lot of families do take their pets to
convention is that it’s really, really hard their own veterinarian, which is fine, also.
to get business from veterinarians—or You also have a partnership with two
even to simply get in to talk to them. Some organizations to offer grief support.
companies choose to market directly The memorial for Maximus, a Spanish
We refer people to Queenies Pets and
to pet owners, but it sounds like West water dog who was the first pet interred
at The Laurels Pet Cemetery. The family Deborah Massey, LCSW, a psychotherapist
Laurel Hill is interested in working with who offers pet grief counseling. I think it’s
held a service officiated by a rabbi for
veterinarians, as well. their beloved pet. important to offer families the information
Right. We’re still meeting with and build- about where they can get counseling after
ing relationships with the veterinarians, We have had training from Bio- losing a pet, whether they end up using the
but I keep going back to the fact that when Response Solutions, the company that service or not.
a person is in our care, they’re in our care provided the aquamation unit. There have They offer group grief sessions and
from start to finish—they never leave our been three or four training sessions for have someone available on-call to talk to
care. our grounds crew, who are certified in our people.
And it’s the same with our pets. When flame-based cremation and now have been
trained by Bio-Response in aquamation. Have any of the burials you’ve handled
we pick up the pet, the family doesn’t have been burials of cremated remains that
to worry that they’re being taken to a third They’re the people taking care of the pets.
Chris, our capital projects manager, is people had been storing at home?
party. Their pet is being taken to the same
overseeing the entire operation. The eight burials that I mentioned were
place people trust with their loved ones.
So you might be adding people in the full traditional burials, but there was also a
Do you know how long it will take to pay burial of cremated remains, and yes, it was
back the investment that you’ve made future?
a pet who had died some time ago. They
in renovating the buildings, adding the Yes, depending on how the business had a quiet graveside service and burial.
aquamation unit and developing the pet grows. I’m thinking we’ll have at least two We do have a scattering garden, as
cemetery? individuals for that business, I’m hoping well, so people can also scatter their pet’s
Our hope is that the investment is paid within the next year. remains in that area.
back in five years, and I don’t think we’re What exactly does your concierge veteri- Do you plan on marketing your burial
being too aggressive, either. narian take care of for you, and how did area and scattering garden to families
I read in one of the articles about your you choose him? who have pet urns at home, urging them
facility that there are some other pet Lap of Love is an organization with to move the remains to your cemetery?
services offered in the area. an unbelievable reputation for helping We certainly want to do that, but it’s a very
They’re not like ours. There are cemeteries families with end-of-life care for their pets. sensitive topic, just as it is on the human
that have basically taken a portion of their We met with Dr. Brad about five years ago. side. It’s difficult to market.
property and said, “OK, this is going to be He was interested, number one, because he As you know, there are so many
the pet section.” There’s no landscaping, has seen our human operation, and realized cremated remains that are found after
no separate entrance, no lighting. that we’re a company he would be able to someone has passed away, either in the
Believe me, we looked at many of refer families to. attic, in a closet, in the garage or basement.
them. The majority of them pretty much We talked at length about how it would I don’t know how you market to those
opened up a field and said, “This is going work. Basically, families call us to let us individuals. I don’t want to use the term
to be for pets.” And they don’t offer the know that a pet is passing away. If they “market to.” Maybe “educate,” let people
range of service that we do. Our facility is want to arrange for euthanization, we know through word-of-mouth.
top-notch. contact Dr. Brad, who then will talk with A lot of individuals end up burying
the family, schedule a time at their home Fluffy in their back yard. They’re not
What hiring of staff, or retraining of
or the pet center. That’s one of the reasons supposed to, but they do.
existing staff, has been involved in adding
we have the visitation center, so that it can
pet services? Your cemetery has three acres available
be done there as well. Lap of Love then
We haven’t added any new staff, because transfers the pet into our care. in the pet cemetery. That’s a pretty
we don’t need to at this point. Our existing substantial commitment.
What made you realize that you would
family service representatives are the ones Yes. A little less than one acre has been
need or want someone like this?
who meet with families, just as they would developed. There are 400-500 full-body
for a human arrangement. When we surveyed people, we learned burial spaces, and an area for interment of
18 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
PET SERVICES
T
Anderson-McQueen
Funeral Homes in St. Petersburg, Florida.
A second-generation funeral director he 1996 romantic comedy “Jerry dropped during the recession (December
and embalmer, he has been active Maguire,” starring Tom Cruise and 2007–June 2009), spending on pet food
in numerous funeral organizations Renee Zellweger, included these stayed constant.”3
and is considered a leading innovator famous five words: “You had me at ‘hello.’” So what does all this mean to the funeral
within the funeral industry. He is a It’s a sentiment common to every pet parent. industry? Well, the answer is simple:
recognized speaker both nationally and
Is it the cold nose, the sloppy kisses or the opportunity. As with all things loved in
internationally as well as an author.
sound of the kitten’s purr? Whatever it is, our life, there comes a time when we all must
➤ Foundation Partners Group is a pets capture our hearts and quickly become a say goodbye. Who better to help a grieving
private company which serves more than part of the family. family cope with the loss of a loved one–
23,500 families annually at 78 funeral
Pet ownership has taken the United furry or not—than a funeral professional,
homes and nine cemeteries in 17 states.
States by storm, with 56 percent of all U.S. someone who understands the needs of the
www.foundationpartners.com households owning at least one pet and most grief-stricken?
owning multiple pets. Dogs top the scales at Sure, there are some in our profession
36.5 percent, followed by cats at 30.4 percent, today who still say “I didn’t go to mortuary
birds at 3.1 percent and horses at 1.5 percent. school to handle dead pets,” and that’s their
That’s 200,487,000 pets, or 2.36 pets per right. But for those who truly care about
household at any given time.1 helping a family along the grief journey with
Assuming the average life expectancy of a the goal of finding peace, there is no greater
pet is 7-10 years, a family could easily own a joy than caring for all in our communities. At
dozen pets in a lifetime. Anderson-McQueen, we are the place “where
In addition to the cost of acquiring these the healing begins,” which means we are here
little bundles of joy, your new “fur-ever” to help those in need, whether they be two-
friend will require food, medical care, legged or four-legged.
lodging, pet-sitting services and ancillary Grief is real, and for most pet parents,
products. So much so that, according to the grief is very pronounced, especially in
American Pet Products Association, in 2015 the early stages after the death. As funeral
total pet industry expenditures reached $60.59 professionals, this provides us with a great
billion, up from $58.04 billion in 2014.2 opportunity to serve our community in a
In fact, our spending habits on our pets positive and impactful way. We not only can
appear to be recession-proof. Even during help people deal with the loss of their beloved
the not-so-distant difficult economic times in pet, but also, and more importantly, we can
the U.S. that put many families out of work, educate them on the value of the funeral
spending on pets declined only one-tenth of and the benefits of acknowledging loss in a
one percent while still representing 1 percent positive way.
of all spending in the U.S. Everyone in funeral service today
“In 2011, households spent more on their recognizes that our industry is changing—
pets annually than they spent on alcohol in many cases at a rapid pace. The
($456), residential landline phone bills ($381) biggest change confronting many funeral
or clothing for men and boys ($404). Average professionals is the shift in disposition from
household spending on pet food alone was burial to cremation. This shift has impacted
$183 in 2011. This was more than the amount the way we do business, from the services we
spent on candy ($87), bread ($107), chicken offer to the profits we generate.
($124), cereal ($175) or reading materials Why has it affected our profits so greatly?
($115). Even when spending at restaurants When your funeral’s “guest of honor” is
20 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
Visit the new and improved www.iccfa.com December 2018 21
PET SERVICES
Pet service also allows you to “touch” families in the 25-55 age bracket
who are not interested in talking about pre-need planning for themselves but
will have an impact on funeral decisions for their aging parents or grandparents.
optional, the competitive playing field watch the pennies, the dollars take care of individual’s personal wishes for death care
becomes larger and more diverse. Our themselves.” Those two statements always as opposed to their pet ownership status.
competition is no longer just the corporate or seemed contradictory, but I can see now In other words, those families interested
independent funeral home but rather the local that they were addressing strategic and non- in cremation for themselves saw no prob-
country club, fine hotel, beachfront setting strategic expenses, respectively. lem with the funeral provider offering pet
and, in many cases, our local hospices. cremation services as well, whereas the
Historically, funeral homes were How pet services can traditional burial-oriented families did have
marketed with a “top of mind awareness” add to your bottom line a potential issue with pet cremation being
campaign focused on building trust within Creation of a pet-loss busines is not only offered by their funeral home.
the community. We wanted to be viewed a strategic expense, but also an immediate Of course, given the rise in cremation
more as a friend in the community than as a generator of revenue. It creates new revenue rates and its continued climb for the
business. from both new and existing customers. forseeable future, I’d place my bet on the
As such, funeral homes would spend tens Better yet, it does so for both your pet and cremation consumer for the future of my
of thousands of dollars on various campaigns, human businesses. business.
from charitable efforts to community events As a marketing tool, it allows you to Beyond the research, from a practical
such as holiday season programs, grief care “touch” families more often. Remember, the standpoint, our funeral home has seen
seminars and community-minded campaigns average family has 2.36 pets at any given an increase in call volume since adding
(“Don’t Drink & Drive,” “Cancer Awareness” time, each with a 7-10-year life expectancy. pet cremations to our menu of available
or “Don’t Text & Drive”). We focused on They will be experiencing the loss of a services. In 2016-2017, we would have on
advertising our importance to the community, pet more often than the loss of a parent average six to eight families a month tell
as opposed to our goods and services. or grandparent. Therefore, you’ll have us the reason they chose our funeral home
We also worked hard to get free publicity, multiple opportunities to serve this family for their loved one was because we had
which is considered more powerful than and build a strong and loyal following so cremated their pet.
paid advertising but is much harder to that your name is “top of mind” when the In fact, the typical comment was, “If you
obtain. Though these kinds of efforts are next loved one dies. would do all that for our dog, wow, what
commendable, they are expensive and often Pet service also allows you to “touch” would you do for our mom?” By treating
minimally effective. Don’t even get me families in the 25-55 age bracket who are these pet parents and their deceased pets
started on radio and television advertising. not interested in talking about pre-need with the same dignity as any of our other
It’s a popular push by marketing companies, planning for themselves but will have an client families, we were able to show them
but results are not easily measured, it’s very impact on funeral decisions for their aging the value in what we do and the positive
expensive and television ads are being seen parents or grandparents. impact it had on them.
by fewer and fewer people. Pet service also gives you the chance to This positive experience in turn provided
However, there is hope for success in “touch” families outside of your traditional them with greater perceived value in what
funeral service today. One way is through market, as well as families previously our funeral home could do for their loved
the implementation of an effective pet-loss served by your competitors. It will build ones and made them willing to forgo the
business. It’s a way to achieve top-of-mind brand loyalty, not only with funeral clients low-cost providers to pay a higher premium
awareness and build trust in the community you’ve served in the past but also—and for peace of mind.
while making money rather than spending more importantly—with clients you’ve yet Furthermore, if you provide a positive
it. Sure, it will cost you money to start a to serve. experience for pet parents, they are willing
pet-loss business, but if operated properly, it If you’re not already providing pet to “go the extra mile” to deal with you. In
will make you money. services, you’re probably teetering on the fact, I can recall one family who drove from
As Bob Fifer states in his book, “Double edge, wondering, “Should I get involved in Palm Harbor to St. Petersburg to use our
Your Profits in 6 Months or Less,” there pet-loss services or not?” More importantly, funeral home for a simple cremation for
are two types of expenses: strategic and you’re probably wondering, “Are my client their mother.
non-strategic. Strategic expenses are those families going to be comfortable coming Keep in mind that Palm Harbor is
which create new revenue from new or to a funeral home that also offers pet about 30 miles away from our downtown
existing customers. Non-strategic expenses cremation services?” location, and it takes almost an hour—on
are everything else (i.e. rent, office supplies, Several years ago, Homesteaders a good day—to make the drive. Even
administrative costs, etc.). surveyed more than 500 consumers (age more importantly, the husband and wife
When I read his book, some of the things 50+) and found it to be a rather polarizing drove past approximately 40 other funeral
my parents used to say became clearer. issue in that there was no “middle ground.” homes, many of which are considerably less
They would say, “You have to spend What was interesting, though, is that this expensive.
money to make money,” and also, “If you polarization was more connected to the They had been so impressed with our
22 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
PET SERVICES
services for their dog that price and distance needed to wow pet parents. parents, spouse’s parents, spouse and
were no longer an issue. What mattered to Secondly, you must implement processes him or herself. That’s at least six more
them was the experience they would receive and drive the culture in such a fashion so funerals – not including recommendations
and the trust and connection they already as not to create second class citizens. In that might be made to others, extended
felt with our firm from having used us for other words, whether you are serving a pet family members and friends who might be
their beloved pet. family or a human family, you must serve influenced to come to you during his or her
both with the same professional standards lifetime (and even beyond).
What you need to consider and with dignity. If you don’t, the venture At an average funeral price, in today’s
By now, you can see the advantages of will fail. You’ll end up negatively impacting dollars, of $6,800, that’s a lifetime value of
integrating pet loss into your funeral home both your pet and people businesses. $42,200 ($40,800 in funerals plus $1,400
offerings. However, there are a few things Finally, let’s talk about the lifetime value in pet cremations) generated from that pet
you need to consider before you “em-bark” of a new customer. What can a successful parent you “wowed” with your excellent
on this new adventure. interaction with a family suffering the loss service.
How will you brand your pet loss of a pet have on your bottom line? As an Let’s assume you’re effective at making
business? Will it be a part of your funeral example, a 48-year-old individual has an this conversion from middle-aged grieving
home or will it be separate? Everyone has 80-pound dog who dies, and you generate pet parent to advocate of your funeral home
an idea about what strategy is better, but about $200 for the pet cremation. That will only 20 times a year. From those 20 people,
if you look at the pet business as a way of not have, admittedly, a huge impact on your you could see a lifetime value of $844,000.
increasing funeral home market share and bottom line today. So, let me leave you with these two
as an extension of your funeral home’s His or her life expectancy is probably questions:
marketing, then tying the two together another 30 years. Conservatively, what • How much you would be willing to
makes the most sense. are the number of future sales you may spend in marketing/lead generation dollars
You also will need to consider the impact experience from this one interaction? Future to obtain another $844,000 in revenues?-
of staff culture and staffing requirements. pet losses at a rate of 2.36 pets per family • Would it be worth an initial investment
Who will help these grieving families? with an average life expectancy of 7-10 of time, energy and money to have custo-
What if your funeral directors do not years means that individual may experience mers who will pay you to convert them into
embrace pet services? Is it better to use non- seven pet deaths or more over the next 30 future business, as opposed to you spending
licensed staff? Do those individuals helping years. Let’s call it another $1,400 in pet money trying to secure potential leads?
your pet families need to be pet parents cremation revenue.
themselves? You’ll have to answer these I know what you’re thinking—it’s still 1. www.avma.org/KB/Resources/Statistics/
questions and many others as you plan your not a lot of money. However, let’s look at Pages/Market-research-statistics-US-pet-
voyage. the human side of the business. First of ownership.aspx
Regardless of the decisions you make, it all, if you provided excellent service, this 2. www.learnvest.com/2016/02/americas-
is imperative that you do two things. First, individual becomes an advocate not only of pets-by-the-numbers-how-much-we-spend-
you’ll need to “lead from the top.” You’ll your pet division but of your funeral home, on-our-animal-friends
need to be the champion of pet loss services which is co-branded with the pet division. 3. www.learnvest.com/2016/02/americas-
if you want your staff to buy in to the Conservatively, you could expect to pets-by-the-numbers-how-much-we-spend-
concept and in turn create the experiences handle the funerals for this individual’s on-our-animal-friends r
Cena in his dress blues, no longer able to walk but still able to appreciate some attention.
24 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
KIP: PET SERVICE OR MEMORIAL
“Taps” was played. sion to create a memorial for Cena on the Memorial, a national dog cemetery in
Among those present to honor Cena LST, so an additional set of paw prints was South Lyons, Michigan, known as the
was his second handler. Clocks made created. “Arlington of dogs,” to Cena’s interment.
sure that paw prints, digital prints and a Cena was cremated privately. Several At the interment, the Detroit Free
fur clipping were given to both handlers. weeks later, a convoy of jeeps filled with Press reported that a half dozen German
DeYoung had also given Clock’s permis- veterans drove to the Michigan War Dog shepherds, part of the K-9 Salute Team,
CJF.com | 800.785.0003
Visit the new and improved www.iccfa.com December 2018 25
KIP: PET SERVICE OR MEMORIAL
26 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
• CEMETERIES • CREMATORIES • FUNERAL HOMES
• SUPPLIERS • PET LOSS PROFESSIONALS
n Write it down. It doesn’t have to be written perfectly (that’s why we have editors)
—it just needs to include the facts. Remember the basics: Who, What, Where,
When & How (and sometimes Why).
n Send it in:
➤ Email your Word document as an attachment to sloving@iccfa.com, or
write your release in the body of your email. Please include your full name
and title and the company’s name and location in the body of your email.
➤ Photos—high-resolution jpgs—can be emailed or Dropboxed. Remember,
you must have your digital camera set to take high-resolution images before
taking the photos! (If you’re scanning in glossies, they must be scanned in
at a minimum of 300 dpi at the size they are to be printed.)
28 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
IN THE DEATHCARE INDUSTRY
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30 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
PROFESSIONAL DEVELOPMENT
and faster communication, but the fact is, sending messages, you are sending messages, good wishes were genuine, simply based on
our brains simply cannot take in and make and, just as importantly, the other person is how they were acting.
sense of information at this breakneck speed. receiving them. You cannot not communicate 8. The final safe assumption, to get us
Our society is already seeing the negative when you are with other people. on the track for this series: Communi-
consequences of such endless shallow 7. Ah, the human eye. A whopping 87 cation is a complex, ongoing, dynamic,
communication. percent of information stored in people’s changing and challenging process. Commu-
Solid communication requires thought. minds enter through their eyes, not their nication is not the simple exchange of words
Solid communication requires that you, the ears. You’ve heard the old saying that from one person to another. Most of us truly
speaker, are actually respectfully interested in “Actions speak louder than words.” Well, believe we are very good at communicating
the other person’s feedback. Here is another it’s true. When your words conflict with with others, and this is not necessarily true.
safe assumption: You should first examine your actions, your listener will believe your More can go wrong in human communica-
yourself whenever you don’t get your desired actions. I was hired as the manager of a tion than can go right, and I have found that it
result from communication. funeral home years ago. When the owner keeps falling apart if you don’t keep fixing it,
3. There is a difference between introduced me to the staff, their behavior and which takes a ton of work.
clearly communicating and being clearly body language was cordial and believable— These are our assumptions as we move
understood. Ask yourself this question: until the owner announced that I would be forward to examine this subject. The next
“How can I send my message in such a way the new manager. All the staff members article will address ideas on how to learn
that I will not be misunderstood?” I will have congratulated me, but I did not believe their more about yourself as a communicator. r
more to say on this subject later on in our
series, but for the time being, play it safe and
assume you will be misunderstood.
4. Dictionaries contain definitions of LED Lighting Solutions
words. The meaning of a word cannot be for Memorial Products
found in a dictionary. The definitions of
words are found in dictionaries. The meaning
E N E R G Y S AV E R
of a word is found in people, and there is a
world of difference between the two.
LED light bulb for Crypt
People do not transmit meaning; we
transmit messages through words and
& Niche Fronts
behaviors that represent and elicit meaning in Warm color for Bronzes
our listeners’ minds. Take the example of the
E A SY TO
T O I N S TA L L
word “frog.” In the dictionary, the word frog
is defined first as a tailless amphibian with a www.septechnologies.com
short squat body, moist smooth skin and very 1 877 515-4672
long hind legs for leaping. That definition is
the one with which most people are familiar.
If a person says, “I ran over a frog today,”
the listener will think that a tailless amphibian
with a short squat body with moist smooth
skin and very long hind legs for leaping got
squashed on the highway.
However, there is another meaning of
the word frog. In the world of railroads, a
coupling is referred to as a frog, and people
frequently run over them with their cars.
5. This is an easy one. The meaning
people get from you comes less from what
you say than from how you say it. We all
know this is true. A person’s tone of voice,
body language and nonverbal communication
account for over 90 percent of the meaning
received. (Hence the numerous misunder-
standings generated by emails and text
messages.
6. When two people are together, it is
utterly and humanly impossible for the
two not to communicate.
Even when you don’t think you are
32 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
MANAGEMENT
The trouble with cemeteries is the lenders are almost always going to require a personal guarantee.
Therefore, if you cannot meet the creditors’ needs via the business bankruptcy, you will be forced to
use your personal assets to make up any difference. For people who have assets, this is a real threat.
land. For example, in your situation, you lose the right to operate the cemetery, as business bankruptcy, you will be forced to
spent $2 million for essentially 25 acres. state regulators can take it from you. If the use your personal assets to make up any
That is $80,000 per acre. At 6 percent, the state takes the cemetery from you, you will difference. For people who have assets,
interest expense alone is about $120,000 still owe the bank their money, as I assume this is a real threat, because they won’t be
per year. You will need about $1.2 million you have given a personal guarantee. able to avoid the guarantees they provided
to $1.5 million in annual sales to generate So, if you review the options, the first on the business debts.
enough operating profit just to pay the option is to do nothing and continue to A key difficulty in using our bankruptcy
interest expense. operate at a loss. This is not a good option. courts is these courts have their own
An investment of $80,000 per acre has Bankruptcy offers a business or an rules, language, words and techniques.
a land cost of about $80 per grave. That is individual (or both) the chance to start Frequently, only lawyers with specialized
before adding the cost for roads, fencing, fresh under certain conditions. It can educations work in the bankruptcy system.
utilities and buildings. It is one thing if alleviate debts that cannot be paid while In some towns there are not enough of
you paid cash for the land, but there is no offering creditors the chance to recover them. In some towns, there are not enough
turnaround that will get you to positive from the assets that are unsecured. bankruptcy attorneys due to conflicts of
cash flow in less than five years. Often the business and individual must interest.
declare bankruptcy because the two are We often see banks with improper
The options intertwined, with the individual providing recorded liens. The bank may have put a
So what is the answer? It is not something a guarantee on business debts. lien on the property, but once it becomes
I have proposed often, but in your case the The bankruptcy option offers two a cemetery, it is no longer property.
only option might be bankruptcy. possible directions. You can go into The grass is the top of a grave, which is
Why do I say, “might be?” Because I bankruptcy with the effort of discharging inventory. In many states, banks can have
don’t know what state you are operating in liabilities and “come out” with a fresh collateral that is the business entity, but not
and what your loan collateral provides. I start. That is called a reorganization. the underlying assets.
assume you gave a personal guarantee on The other direction is to go into Unfortunately, you and your friends
top of the land as collateral? bankruptcy and be forced to liquidate all are in a bad place. You chose to come into
In general, I don’t know whether your of your assets, with the money going to a business you knew nothing about. You
land can be taken out of its cemetery creditors. Often a business will go into learned much over 20 years but not enough
identity. I don’t know where you allowed bankruptcy in hopes of reorganization, but to be profitable.
burial on the property. I hope the burials after trying various schemes, the business Now you want to get rid of the cemetery,
are clustered rather than spread out. Now, has no option but to liquidate. and one thing you didn’t learn about was
with that disclaimer, let me present you the The trouble with cemeteries is the your exit strategy. You will be spending the
possible solution. lenders are almost always going to require next few years learning all about that.
Right now you own the business and a personal guarantee. Therefore, if you I wish you luck. And I wish you’d
have to support it. Fail to do so and you will cannot meet the creditors’ needs via the talked to me 21 years ago. r
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 ”
smart phone scan Property in photo is Fairview Cemetery, Westfield, NJ, Merendino client since 2005
UPDATE: IN MEMORIAM
38 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
UPDATE
BLEDSOE
son, four stepdaughters and a stepson.
A memorial service to celebrate his life
was held at Resthaven Gardens of Memory
in Wichita, with memorial services
scheduled at a later date for Coronado and
Las Vegas. In lieu of flowers, memorial
contributions may be made to one of the
following organizations:
• Wichita Committee of 100
• Starkey Inc. (Starkey Boys & Girls
Club)
• Sedgwick County Zoo, Wichita,
Kansas
• American Merchant Marine Veterans
• ICCFA Educational Foundation. r
40 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
U P D AT E
n Dr. Joe Marsaglia, CFSP, dean and vist to Al Quoz Cemetery, where he talked visitation, services and earth burial, according
COO of PITTSBURGH INSTITUTE to their funeral agents. There are no funeral to Islamic custom. Marsaglia also visited the
OF MORTUARY SCIENCE, Pittsburgh, homes per se in Dubai. The dead are taken to world’s tallest building, and toured the Grand
Pennsylvania, recently toured Dubai, the cemetery, where there are “body wash” Mosque, which can hold 40,000 worshipers
United Arab Emirates. His trip included a rooms. The remains are prepared for brief for prayer services. r
Optimized.
TAP INTO the dynamic online supplier network of the ICCFA with the
ICCFA Supply Link. Powered by MultiView, the ICCFA Supply Link is
the premier search tool for your industry. All the products and services
you need, all within the supplier network of the associaton you trust.
Start your search at our homepage www.iccfa.com.
ICCFA’s 2019 Annual Convention aims to get you on the right track
S
tart your engines and get ready to race at ICCFA’s 2019 Annual Convention and Expo, April 2-6 in
Charlotte, North Carolina! Set in the heart of NASCAR country, the convention will be hosted at the
Charlotte Convention Center. With three keynote speakers, over 30 educational breakout sessions, a 500+
booth Expo Hall and plenty of networking opportunities, our exciting program is sure to get you and your business
“on the right track.”
This year, our keynote speakers will drive you to create a culture of leadership in your organization, accom-
plish your goals and effectively manage through times of crisis.
On the morning of Thursday, April 4, former CEO, now activist, Mindy Corporon will take the stage.
Corporon became an activist after her son and father were murdered in a religious hate crime. Corporon started
the Faith Always Wins Foundation and now helps companies create healthy workplace environments so healing
can occur after life’s tragedies. In her talk, she will tell her story and share how to manage through a tragedy, how
you can address fear in a comfortable setting, whom you can count on in the midst of chaos and how to engage
your team to promote healing and build resiliency.
Also on Thursday, leadership expert Drew Dudley, who was voted one of the 15 most inspirational TED Talks
speakers of all time, will focus on everyday leadership in his keynote “Creating Cultures of Leadership and the
Power of Lollipop Moments.” What if we believed that leadership wasn’t just for those in charge? What if we
embraced our ability to lead, no matter our school grades or pay-grade? The most impactful leaders focus on
“everyday leadership” and ensure that it’s fostered, acknowledged and rewarded. Dudley’s talk will inspire you to
think and reconsider the ways you evaluate leadership in your organization.
On Friday, April 5, New York Times bestselling author and speaker Jon Acuff will share easy changes you
can make to your corporate culture to make sure everyone hits their goals in his keynote, “FINISH: The Surpris-
ing Truth about Accomplishing Goals.” According to a study conducted by the University of Scranton, 92 percent
of resolutions fail. That’s a staggering number, considering how important goals are to companies. What if we
could do some simple thin s to improve how often we finish what we start hat if we could complete the in-
complete projects and tasks? What if we could get more done in a world of bottomless opportunities and endless
distractions? Some of his ideas are obvious. Some are counterintuitive. Some will surprise you, but the best part
is they actually work.
42 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
ICCFA News
In addition to this amazing lineup of keynoters, there are plenty of chances to network! Reconnect with old friends and
make new ones by attending two of the convention’s largest receptions: the Tuesday Welcome Reception and the
Educational Foundation Reception.
Start off the ICCFA Annual Convention by revving your engines and bringing your competitive spirit to the Welcome
Reception on Tuesday, April 2. From 6:30
to 9:30 p.m., the ICCFA will take over the
NASCAR Hall of Fame, where attendees
will have an all-access pass to the exhibits,
get the chance to climb behind the wheel
on race day, try their skills as a member of
a pit crew and et a first hand loo at the
team’s nerve-center at the track. Food and
drink will be served throughout this not-to-
The NASCAR Hall of Fame.
be-missed event. Make the most out of your The NASCAR racing simulator at the Hall
of Fame.
time in Charlotte by purchasing tickets to this event for only $20.
Then on Thursday, April 4, 6-7 p.m., the ICCFA Educational Foundation will be hosting its annual reception at the Char-
lotte Convention Center, where the foundation’s Lasting Impact Award will be presented to Ernie Heffner, CFuE, presi-
dent of Heffner Funeral Chapel & Crematory in York,
Pennsylvania. This award is presented annually to an
individual who has made si nificant contri utions to our
profession in education and memorialization.
When asked about the 2019 recipient, Educational
Foundation President Jim Price, CCFE, CCrE, said,
“Mentors advise and teach others how to make the best
decisions, follow the right path and stay motivated. Ernie
Heffner’s guidance and encouragement has done this
for countless individuals in our great profession, and for
this reason we are thrilled to honor him with the Lasting Heffner speaking at an ICCFA Convention.
Ernie Heffner, CFuE Impact Award.”
Whether you accept the pit crew challenge at the Welcome Reception or refuel at the Educational Foundation Reception,
you are sure to find plenty of networ in opportunities at the Annual Convention and po
Convention sponsorship
Race to the finish line with a sponsorship that will have your company front and center with all the attendees! The ICCFA of-
fers many sponsorship opportunities, including:
• NASCAR reception food and bars: Sponsor the food and bars for our guests as they enjoy the museum.
• NASCAR cruise cart transportation: Your company will be on display on these fun golf carts as they transport
guests from the Westin Charlotte to the NASCAR Hall of Fame.
• NASCAR pit crew challenge: Sponsor this interactive pit crew station as guests test their skills as a member of the pit
crew.
There are many other sponsorships available. Contact Kelly Spann at kspann@iccfa.com for more information.
The ICCFA would like to thank the following 2019 Annual Convention sponsors:
• Batesville • Cypress Lawn • NOMIS Publications Inc.
• Blackstone Cemetery • Madelyn Company • Service Corporation
Development • Matthews Memorialization International
• C&J Financial • National Guardian Life • The Woodlawn Cemetery
• Coldspring Insurance Company
To view the full program schedule, register and book your hotel room, please visit www.iccfaconvention.com. r
Self Management: Bury the Bad Habits Sales & Marketing Committee mem- Thursday Keynote
Salespeople! They can drive managers and each ber Stuart Irwin of Biondan North You probably have a number of questions that
other to the brink of madness. How can anyone America. you like to ask during a sales call. While these
get all those strong personalities working together? During the DEAD questions may seem interesting to you, your client probably finds
Talk, “Building a Successful Sales Culture,” by Gary Freytag, them to be mind-numbing. They don’t stimulate new thinking and
CCFE, Spring Grove Cemetery and Arboretum, you will learn some ultimately you sound like every other rep that has walked through
simple and inexpensive tricks to build teamwork, raise morale and the door. Sales training expert Tim Wackel will show how to craft
keep the whining to a minimum. Keep your team driving sales instead questions that ignite emotions, discover motivations and get families
of driving you nuts! to act in his keynote, “Stop Pitching, Start Solving.” He will help
you recognize and control the urge to pitch prematurely, share how
Cremation Opportunities: Don’t Let Them Go Up in Smoke to ask the “hard” questions in an “easy” way and help you kick your
Are you capturing calls from families seeking cremation? In the first “hopeium” habit and make it easier for prospects to tell you the truth.
30 seconds, is your staff able to anchor the caller to listen to more?
What are they saying to inspire callers to call no further? Melanie Friday Keynote
Loyd, of In It For Life LLC, has made hundreds of research calls to By developing a company culture and committing to it, you can
funeral homes and cemeteries. Having heard it all, she will equip you make a positive change within your organization. Zappos.com has
with ways to establish relationship, develop trust and nurture the seeds grown their business because of their unique culture and the service
of information, making it difficult for callers to make another call— they provide to their customers. Zappos Insights’ Speaker of The
all in her DEAD Talk, “Last Call— House Erica Javellana will share
First Impression.” We have one the Zappos core values system, their
opportunity and one goal: for their approach to customer service and
last call to become your first call. employee engagement and how this
culture of service can be incorpo-
Cremation: Heat Up Your Sales rated into your daily operations to
All too often we let families take help you build stronger connections
cremated remains home without with your clients.
helping them understand the dif-
ference between temporary and For more information on
ultimate placement. In “Taking Up registration, program schedule,
the Mantle—Choosing a Final hotel lodging and more, visit
Resting Place,” by Matt Outcalt 2018 WWS attendees at the supplier session. The 2019 www.wideworldofsales.com. r
of Global Atlantic Financial Group, conference will again feature a session specially geared
to suppliers.
44 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
ICCFA News
2019 music licensing now available through the ICCFA for $276
G
et your 2019 music licensing with the ICCFA, the least expensive option in the profession.
We offer music licensing with ASCAP, BMI and SESAC for only $276 per property, if pur-
chased by January 31, and $290 per property after that date. There is no additional membership
required to purchase your music license.
Music licensing is required for all copyrighted music, and failure to obtain a license can result in dam-
ages similar to fines up to $30,000 for each song infringed. Webcast licensing is also available for $48. For more information and to
purchase your 2019 music license, visit www.iccfa.com/legal/music. r
Classifieds
➤E-mail calendar listings, additions
To place a classified, contact Rick Platter, rplatter@iccfa.com December 3-5: New England Cemetery Assn. 49th Annual
Frederick R. Laffond Cemetery Mgmt. Seminar, The Publick
House Historic Inn, Sturbridge, Massachusetts.
www.newenglandcemetery.org
December 6: Maryland Cemetery, Funeral & Cremation Assn.
Holiday Gathering, Rusty Scupper Restaurant, Baltimore.
www.mcfca.org
December 11-12: ICCFA Cremation Arranger & Operator Train-
ing, live stream from The Wilbert Group, Broadview, Illinois.
www.iccfa.com
2019
January 23-25: ICCFA Wide World of Sales, Bally’s Las Vegas,
Nevada. www.iccfa.com
February 4-7: Dr. Alan Wolfelt’s training session for funeral
directors, “Creating Meaningful Funeral Ceremonies,” Scottsdale,
Arizona. www.centerforloss.com r
46 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”