Professional Documents
Culture Documents
November 2016
MAGAZINE
CEMETERY
CREMATION
FUNERAL
Honoring
veterans: Dads
D-Day memories
focus daughters
attention on vets
Preneed sales:
OSullivan on the
#1 thing sales managers
must take care of
Filhaber on how
to generate preneed
and at-need sales
Creating the want
Rubin helps people
downsize, organize
& make final plans
Also:
How to handle
a transfer to benefit
families & your firm
Isard on turning a
need for a water source
into ways to generate
cemetery revenue
Todd Van Beck
on the importance of
the humble uh-huh
Handling the service
for international
celebrity Juan Gabriel
ICCFA:
My husband
chose cremation...
EICKHOF
NOVEMBER 2016
International Cemetery, Cremation and Funeral Association
Promoting consumer choices, prearrangement and open competition
Providing exceptional education, networking and legislative guidance and support
to progressive cemetery, funeral and cremation professionals worldwide
12 sales management
8 Presidents Letter
www.iccfa.com
ICCFA Magazine online
ICCFA members in good
standing can read the magazine online
Web Expo directory of suppliers and
professionals
Association directory
Industry event calendar
Model guidelines
ICCFA Government and Legal Affairs
Committees model guidelines for state
laws and regulations
ICCFA Caf
Links to news and feature stories from all
over the world
Cremation Coaching Center
www.iccfa.com/cremation
4
ICCFA Magazine
24 funeral service
28 Book review
30 professional development
32 Management/Sales
homesteaderslife.com/app
taBlE Of cONtENts
ICCFA news
50
50
51
52
34 REMEMBERiNg VEtERaNs
42 uPdatE
44 uPdatE
ICCFA calendar
go to www.iccfa.com
for program, registration & scholarship info
2017 wide
world of sales
conference
January 11-14
Hyatt Regency,
Phoenix, Arizona, Conference Chairs:
Andy Lopez and Stan Engh
2017 annual
convention
& Exposition
April 5-8
Renaissance Nashville
& the Omni Nashville, Tennessee
Conference Chairs: Mitch Rose, CCFE,
and Nectar L. Ramirez
2017 iccfa university
* These rates for U.S. subscriptions only. In Canada: $45.95 U.S. per year;
outside U.S. and Canada: $75.95 U.S. per year.
Name
Company name
Address
City
Phone (
ICCFA Magazine
Fax (
Payment information
r Check enclosed (please make payable to ICCFA)
r Credit card; please circle: VISA MASTERCARD
AMEX
DISCOVER
Exp. date
November 2016
VOLUME 76/NUMBER 9
Magazine staff
Zip
iccfa officers
State
Mutual
M
utual
PM2872
Presidents Letter
by iccfa
2016-2017
President Michael
uselton, ccfE
muselton
@kays-ponger.com
Uselton is a managing partner of Gibraltar
Remembrance Services,
Palmetto, Florida.
ICCFA Magazine
FLEXIBLE
PRE-NEED
Give your families the flexibility to take their pre-need arrangements with them, no matter
where they go. Become a member of the ICCFA Service Bureau, our Credit Exchange
Program. The Bureau is made up of cemeteries that wish to offer their pre-need
customers a dollar-for-dollar credit exchange with other member cemeteries
on burial lots, mausoleum, and columbarium space.
This provides your customers with the reassurance that their prearranged purchase
decisions will be honored should they relocate. Its forward-thinking services, like this lot
exchange program, that can help you better assist the families you serve.
Join today at iccfa.com/lotexchange.
Washington Report
by ICCFA General Counsel
Robert M. Fells, Esq.
robertfells@iccfa.com
1.800.645.7700, ext. 1212
direct line: 703.391.8401
Fells is ICCFA executive director and general
counsel, responsible for
maintaining and improving
relationships with federal and state government
agencies, the news media,
consumer organizations and related trade
associations.
10
ICCFA Magazine
Horse-Drawn
Carriage Keyring
1950
Information contained herein should not be treated as investment advice or a recommendation to buy or sell any security. This advertisement does not offer or promise to offer tax
advice, and as such investors should be advised to consult their own tax advisers regarding the tax consequences of their investment activities. Investment return and principal
will fluctuate, so that a clients initial investment may increase or decrease. Any investment is speculative and involves a high degree of risk, including the risk of principal loss.
November 2016
11
OSullivan is president of
Gary OSullivan Co., Winter
Garden, Florida, a consulting firm specializing in the
cemetery and funeral profession. He works with clients in the areas
of leadership and management development, service and sales processes and
corporate culture.
www.garyosullivan.com
twitter.com/GOgaryosullivan
facebook.com/garyosullivancompany
linkedin.com/in/garyosullivancompany
12
ICCFA Magazine
SAL E S M A N AG E M E N T
salEs MaNagEMENt
When you really dont have to hire someone, its amazing how many
great candidates seem to show up. Its equally amazing that when
youre desperate for people, the good ones never seem to show up.
from page 12
Then I ask, How many of you need
more salespeople than you currently
have?
Again, virtually 100 percent of the
participants raise their hands.
So heres whats interesting: It
seems almost every sales manager has
salespeople they need to replace and needs
more people than they have. So lets take
a deeper look into the subject and try to
distill why this is the caseand what
needs to be done about it.
ICCFA Magazine
Hire on evidence
in preneed
DID YOU
KNOW
Innovative Products
Technology Solutions
Personalized Training
Realize up to 300%
improvement in growth1
Make informed
and responsive
business decisions
With Ascent EIG product. Compared to discretionary preneed products crediting 2.0% simple growth.
Global Atlantic Financial Group (Global Atlantic) is the marketing name for Global Atlantic Financial Group Limited and its subsidiaries, including Forethought Life Insurance Company.
Each subsidiary is responsible for its own financial and contractual obligations.
PRE1115 (11-16)
ICCFA Magazine
SAL E S M A N AG E M E N T
Keep this in mind about these six qualities: Without the first one
integritya person can cause great damage to your organization if
they possess the other five. Without the last onediscipline
a person will never do much of anything for your organization.
disciplined. We know that the more
disciplined we are in certain areas, the
more freedom we are afforded. Therefore
having an individual who is disciplined
enough to control their activities and their
emotions in the proper manner will help
them be successful in our profession.
Keep this in mind about these
six qualities: Without the first one
integritya person can cause great
damage to your organization if they
possess the other five. Without the last
onediscipline--a person will never do
much of anything for your organization.
Thats the reason you want to make every
effort to find out if they have these key
qualities.
Its true that preneed insurance is a product that we offer. But what we provide to our
customers is something more important. The comfort of knowing that when they need us, well
be there. The appreciation that when we give them our word, we keep it. The respect they
deserve for helping guide families through their most difficult hours. Thats why were here.
Of course, ours is a business of providing plans and funding policies. But at its heart, its
a business of people serving people.
Its not just something we say but something we try to live every day.
by Dale Filhaber
ICCFA Magazine author spotlight
dale@dataman
group.com
561.451.9302
1.800.771.3282
Filhaber is president of
Editors note
ICCFA Magazine
Local search
knowledge.
fsitrust.com
ICCFA Magazine
SUCCESS
DEMANDS
THE RIGHT
TOOLS
Guy Winstead
GuyW@SNLpreneed.com
Your
preneed
company
should provide more than
just a product. Our goal is
to provide service-oriented
client
relationships
with
competitive preneed products
and marketing solutions.
www.PreneedSuccess.com
Start every day at the ICCFA Caf at www.iccfa.com
November 2016
21
Editors note
22
ICCFA Magazine
November 2016
23
by Amy Cunningham, CC
ICCFA Magazine author spotlight
amycunninghamfd
@gmail.com
718.338.8080
Cunningham is a
Brooklyn-based funeral
director and certified
celebrant (trained by
Doug Manning and
Glenda Stansbury).
She is owner of
Fitting Tribute Funeral Services LLC,
Brooklyn, New York, and in 2015, was
listed as one of the Nine Most Innovative
funeral professionals in the country by
FuneralOne.
She regularly blogs about the funeral
industry at TheInspiredFuneral.com.
24
ICCFA Magazine
FUNERAL SERVICE
them from the transfers inevitable imperfections. The relocation of the dead from
place of death to the next stop on the journey
truly holds the most amazing ceremonial
potential.
Some transfer teams see this moment of
the funeral as the worst part, when they could
see it as the bestand take greater pride in it.
(Dare I say that many of the families wishing
to pay less for a casket would pay more for
an improved transfer-from-place-of-death
experience?)
We need to adapt to modern families
wishing to witness as much as they can, even
when what those families are choosing to see
is difficult. It is not our job to remove them
from an experience in order to protect them
from it.
Lets face it, the popularity of cremations
without any funeral parlor visitation, combined with the success of the hospice movement and home funeral (or just a requested
delay in the pick-up) have created an
environment where the time spent at place of
death is the viewing.
At this modern on-the-spot ceremony,
family members may have been singing,
praying, crying and exchanging stories at
the bedside in the 90 minutes since death
occurred. The tributes have commenced
before the funeral firms arrival.
Hospice workers, hospital chaplains and
death midwives are facilitating this new kind
of working wake immediately after death
exquisitely well. And families are navigating
the liminal spacethe time between death
and dispositionas best they can.
Enter the funeral director (or the funeral
homes representatives). Yow. Not an easy
moment.
to page 26
Like the ICCFA on Facebook & friend ICCFA Staff
Selling
My Business
Didnt Mean
Selling Out.
It Meant
Partnering Up
For Something
Greater.
With the challenges our profession faces, my family knew
we needed a partner to help us grow and adapt. But we
had to be able to maintain our reputation. We couldnt
afford for our community to think we had just cashed in.
Justin Baxley
Former Owner of Hiers-Baxley Funeral Services,
Current Senior Vice President of Business Development
for Foundation Partners Group
Clair Ferris
Funeral Alternatives of WA
When my wife and I were considering a
succession plan, faith in our partner was vital
because we wanted to see our baby continue
to succeed. Were so pleased to be a part of
the Foundation Partners family. Knowing our
business is in good hands gives us peace of
mind, and the technology they bring to the table
gives us the competitive edge in our community.
Danny Jefferson
Pierce-Jefferson Funeral
& Cremation Services
We felt that the Foundation Partners
Group team wanted us to have
continued successes in our own
community. We havent missed a beat,
and I am in the best place of my life!
Get in Touch
1-888-788-7526 | Fax: 407-583-4735
www.FoundationPartners.com
FUNERAL SERVICE
Give them a moment to gaze at their loved ones face one last time. Wait for the nod.
If youre not getting the nod, wait some more. The family eventually will nod when ready,
and some transfer teams find they can avoid zipping over the face until safely out in the hall.
zip yet. Tell the family, Im going
from page 24
to cover and close, but before I do,
Here are some ways funeral
is there any music you would like
directors and funeral home personnel
to put on? Any smartphone in the
can support, even uplift, a grieving
room on speaker creates this splendid
family at point of transfer. Not all of
opportunity.
these suggestions will work for every
Any flowers on the bedside table?
community, but its my hope youll
Ask
the family if theyd wish to
get some useful ideas.
have
the deceased exit with flowers
1. Clear your head and fill it
in
hand.
Gently tug stems out of the
with compassion on your way to the
vase,
and
tuck them in.
home, hospice or hospital. Arrive at
7.
If
a
zipped bag is involved,
the agreed-upon time. Stand at the
start
slowing
zipping at the feet.
door of the room where the death has
(Different
state
laws on the bag
occurred, knock softly, then enter.
required
and
different
approaches will
Slowly offer your hand to family
reign
at
this
point.)
Continue
to zip at
members, extend condolences. Youve The cot cover (from FinalEmbrace.com) that Cunningham
uses
for
making
transfers.
an
excruciatingly
slow
pace.
been doing that with every job, right?
This is just like a witnessed casket
Whats new is what comes next.
close.
Stay formal. Be elegant. Go slowly.
2. Ask what the people in the room
4. Again (now, this is key), address the
Remember
the compassion you brought
called the deceased, and if you may use
deceased by name and then say, Forgive
through
the
door? Use it now most of all.
that name for a moment. Walk to the bed,
us in the coming minutes if we seem in any
8. Stop your zipping at the base of the
touch the deceaseds shoulder and introduce
way awkward or clumsy as we take you to
yourself to the deceased by name and say you the funeral home. We are doing our level best, neck, with face of the deceased still exposed.
Look up, and lock your eyes on the faces of
are there to help. This is a leap, I know. But
and we promise to continue to do our best as
the family members, indicating non-verbally:
hang in there with me.
long as we, and the others we work with, are
Is it okay to zip over the face?
What is said next is open to personal
taking care of you.
Give them a moment to gaze at their
style and cause of death. One possibility is
I have found that even the most secular
loved ones face one last time. Wait for
a moment of silence while staring into the
families appreciate this. Soul or no soul.
the nod. If youre not getting the nod, wait
face of the deceased, telegraphing nothing
People care that you care and that you are
some more. The family eventually will nod
but a calm, confident demeanor in deaths
announcing your caring intentions. Did you
when ready, and some transfer teams find
presence.
notice how the family just took a huge sigh
they can avoid zipping over the face until
A very brief prayer could follow, if the
of relief?
safely out in the hall.
family is religious and no clergy is present.
5. At this point, turn to the family, and
In any case, youve been extraordinarily
(God full of mercy who dwells on high,
say, Listen, its fine at this point if you guys
grant perfect rest on the wings of your divine stay in the room, but you need to make a little helpful in preparing this family for the road
ahead.
presence)
path for our stretcher here. Orits up to
Or, you could reflect out loud on the fact
9. I take my leave with the cot
youyou might want to wait outside in the
that death is a labor, and that the deceased
cover pictured on this page from
hallway.
has successfully gotten to that labors other
FinalEmbrace.com on top of the stretcher,
If youre a bit inexperienced and worried
side. Death is not a lost battle.
gliding along to music as we roll down
about being graceful with the body, your
3. Turn to the next-of-kin and ask if
the hall. When the death has occurred in a
dream may come true: the family may
everyone has said their goodbyes for now.
tearfully retreat to the hallway and let you and residence, the exit may be even more effusive
You must be willing to spend more time here your partner manage the lifting in private.
and elaborate. A parting poem? Solo sung by
if family members have still not completely
a family member? Absolutely.
I feel grateful when I work for a family
collected themselves. You may have arrived
Even more terrific things can occur
who wants to stay in the room. And, if Ive
too quickly, so be prepared to back off. Chan- got a do-it-yourself crowd, I might allow
when the whole funeral has been held in the
ces are good that they are ready, but you have some able-bodied family help at the feet, in
residence and you are now on your way to the
no good reason to rush them if theyre not.
crematory or cemetery. Turn up the volume
the lift to the rolling cot, at this point.
Check, of course, for wedding rings and
of the music; family members could cast rose
Family members may not want to do
personal belongings. Remove if necessary,
petals as you graciously depart.
much in the tight space allowed, save tuck
and offer to the next-of-kin. (Your lawyers
Children or pets present? Get them
the sheet under. Either way, the offer to work
may want you to get personal property
involved, too. This is it. This is now. No one
collaboratively is what counts.
r
documents signed.)
6. Now its almost time to zip, but dont will ever be quite the same again.
26
ICCFA Magazine
Saying Goodbye
dby
bye
by
ye to
a 90-Year Legacy
gacy
c
cy
was a Tough Battle.
Deciding Who
o Should
Sell it for Me Wa
Wass No
W
Contest.
Dave McComb,
Former Owner of
D.O. McComb & Sons
Funeral Homes
For over 90 years, our neighbors in Ft. Wayne, IN. have trusted
D.O. McComb & Sons during a difficult time. When it came time
to select a merger partner, I chose Johnson
nson Consulting Group,
because I needed to trust that my broker
ker would handle all the
details from start to finish. I knew they had the contacts to find
the right merger partner, the skills for tough
ough negotiations, and the
ey also got me more for
f r my
fo
integrity to maintain confidentiality. They
business than I had expected.
888.250.7747
www.JohnsonConsulting.com
Mergers & Acquisitions Valuations Accounting Management Services Financing Customer Surveys
by ICCFA Magazine
Managing Editor Susan Loving
sloving@iccfa.com
Book REVIEw
L
ICCFA Magazine subject spotlight
Gail@
AGoodGoodbye.com
505.265.7215
Gail Rubin, CT, CC,
http://agoodgoodbye.com/
radio-tv/a-good-goodbye-tv-series/
28
ICCFA Magazine
Kicking the
Bucket List:
100 Downsizing
& Organizing
Things to Do
Before You Die,
by Gail Rubin, Rio
Grande Books,
ISBN: 9781943681150.
items such as old medications and paint.
Decluttering and organizing is designed to
help you live a less stressful, more joyful life,
but it also has an impact on estate planning,
since it will make things easier for your
executor and heirs, as will the advice to have
art, jewelry, musical instruments and other
items appraised.
For your nearest Sich distributor, call 888 -794-1744 or visit www.sichcasket.com
30
ICCFA Magazine
PROFESSIONAL DEVELOPMENT
PROFESSIONAL
DEVELOPMENT
November 2016
31
MANAGEMENT/SALES
ICCFA Magazine
author spotlight
Isard is president of
The price for a water feature might seem high, but consider
the ways it can generate more revenue for your cemetery.
32
ICCFA Magazine
Cemetery
Impossible
What do you do when the well runs dry?
Dear Cemetery Impossible,
My cemetery is almost 80 years old. We use
a well for our groundwater source. The well
is starting to dry up. My city has told me
that if the well dries up, I will be required
to use a low-lying area for a retaining pond.
water can be private estate mausoleums or
The alternative is to buy water from the city,
communal mausoleums. These would be
which is very expensive.
valued at a premium with the water feature.
The retaining pond idea scares me,
Most designers look at a water feature
because I have not developed that area yet
and design it as a circle or oval. This is
and the local land architect estimates it would
simple and easy to build. I would ask that
cost about $250,000 for a quarter-acre lake
you think about a different design. Think
site. What can I do?
about a kidney shape, or a figure-eight.
Sincerely, High and Dry
You might need a quarter-acre pond, but
if
we
can take that surface area and create
Dear High and Dry,
more
shoreline, that gives you more options
Frankly, based upon todays interment
for
interment
rights adjacent to or in sight of
market, you are lucky that you need to
the
water.
Therefore,
you have more points
create a lake. I say this from the perspective
of
value.
of cost, features and revising your master
Think about features within the lake.
plan.
Obviously,
fountains provide a pretty
The city water could cost $20,000 a year
sight
line
and
aerate the water, helping the
in perpetuity. Alternatively, you can finance
aquaculture
within.
the cost of the lake and pay it off at $20,000
Incorporate some lightscaping in the
a year for 15 years or so. From a dollarsarea.
This will bring more attention to the
out-of-pocket standpoint, the lake is a better
area
at
night, which gives people driving by
solution than getting water from the city.
a
reminder
of the quality of your property.
Since I solved your problem in fewer
Solar-fueled
lights can provide illumination
words than it took to describe it, let us now
for
about
four
hours each evening at no
discuss the greater benefit of the lake.
operating
cost.
You do not need to illumi
You perceive the lake as a liability. You
nate
it
much
later
than that.
need a retention area to draw water from as
I have seen many lake areas include a
a replacement for or a compliment to your
ramada or kiosk that encourages people
well. However, I see it as a great source of
to congregate. Add permanent seating and
potential income and benefit for you.
tables and you encourage people to come to
Water retention areas are features.
your cemetery. A lake and the amenities you
Features raise the value of the interment
create can provide that invitation to your
area. You said this was a low-lying area,
familiesand to potential customers.
which leads me to infer it is often wet
As you can see, water can offer positive
anyway. These areas are usually not good
options. However, it also brings a few bur
for burial because, depending upon the
weather, you could be burying into a water- dens. Some cemeteries have brought in swans
or waterfowl to inhabit the area. Obviously,
filled grave. No one likes that.
animals need care and create waste.
However, by creating a design around
When dealing with animals, there are
a lake, you can offer high-end abovemanagement issues to be dealt with. Even
ground options, rather than needing to dig
if you do not stock the area with wildlife,
for burial. Above-ground options around
Like the ICCFA on Facebook & friend ICCFA Staff
MANAGEMENT/
SALES
November 2016
33
by Paul Elvig
paulelvig@frontier.com
REMEMBERING VETERANS
ICCFA Magazine
author spotlight
Elvig retired in 2008 as
Brenda Spicer tallks to attendees and hands out programs at the Evergreen-Washelli
Memorial Day observance.
34
ICCFA Magazine
bit.ly/eas2016
Were available 24/7 to place orders and address any questions or concerns.
800.864.4174 | ensureaseal.com
November 2016
35
REMEMBERING VETERANS
Above, rows
of veterans
graves at
EvergreenWashelli
decorated for
Memorial Day.
Right, Brenda
Spicer confers
with EvergreenWashelli General Manager
Scott Sheehan.
ICCFA Magazine
REMEMBERING
VETERANS
pair at the very place in France where Frank
Spencer found himself ready for action on
that most famous of World War II dates.
It of course was moving for the veteran
to be at that special bunker, but it was
equally so for his daughter. She was
able to see a side of her fathers life and
experiences she had never been exposed
to before. She found her love and respect
for him growing as she came to understand
what he had gone through.
Even though D-Day continues to fade
into the past and fewer veterans are around
to reminisce and honor fallen comrades,
Brenda Spicer makes sure its still
remembered well at Evergreen-Washelli.
She makes sure the visiting veterans
are lined up for their formal march and
flag presentation. The media still finds the
event newsworthy. Television cameras are
on hand, ready to record historys heroes
standing at attention. She has arranged
to block off cemetery roadways to assure
undivided attention for them.
With thousands of veterans markers in
the background, the band begins playing
marching music. Its time to proceed.
List in hand, Brenda nods to the folks
whose time to march has arrived. The
guest speaker is readied; microphones and
sound speakers are turned on.
Meanwhile, she has slowly stepped into
the background, not seeking attention for
herself. Dad would be proud!
Listening to Brenda talk about
her father, you realize why she is so
emotionally involved in making sure the
sacrifices made by veterans are never
forgotten.
At the end of this days ceremonies,
someone says to her, You did a great
jobagain! She expresses her thanks but
immediate brings the attention back to the
veterans, the people like her Dad. Theyre
the ones who made it happen; theyre the
ones on whom the attention needs to be
focused.
At 82 years of age, another WWII hero
passed on. Frank Spicer Jr. was buried at
Holyrood Cemetery, north of Seattle.
There arent many of them left nowadays. Do you personally know anyone
who stormed the beaches of Normandy?
Regardless, your cemetery can help make
sure that, long after the last heroes of
World War II are gone, they are never
forgotten.
r
Start every day at the ICCFA Caf at www.iccfa.com
1 877 515-4672
ZZZQRPLVSXEOLFDWLRQVFRP
<RXU5HDO6RXUFH$Q\ZKHUH$Q\WLPH
November 2016
37
If youre a funeral industry supplier but not an IMSA member, you should
know what our members are getting that youre not: the best booth pricing
at the major tradeshows, hours of free one-on-one consultation from top
industry experts, business-boosting webinars, networking with other IMSA
members, and so much more. And the kicker is, our members pay only
$175 a year for the privilege. Is that unfair? It is, unless you join IMSA
too. Dont lose the upper hand. Join now at www.IMSA-Online.
Supply Line
November 2016
39
IMSA updates
charter, sets
new objectives
40
ICCFA Magazine
S U P P LY L I N E
Memory Glass cremation memorials are now available with
their patented fingerprint
laser engravings.
n memory glass,
Santa Barbara, California,
has introduced its new patented fingerprint memorials. Memory Glass has added
its laser engraving capabilities
to all of its products, allowing
customers to have a loved ones fingerprint
preserved as part of their glass memorial.
In cases where the loved one is very young,
hand prints and foot prints are available,
while paw prints and nose prints are available for pet memorials.
1.866.488.4554; orders@memoryglass.com;
www.MemoryGlass.com
n Funeral Directors
Life INsurance Co., Abilene,
Texas, has recently released a new suite
of digital services, DIGicare Services. The
five digital services that make up the suite
follow families throughout the sales cycle to
enhance their experience, offer education,
automate services and support and provide
professionals with leads to follow up with
and tools to build and
nurture customer relationn new Memorials
ships.
These subscription
Direct, Gig Harbor,
servicesPipelineDeals
Washington has introCustomer Relationship
duced a new memorial
Management, Circle of
and personalized jewelry
Friends
eAftercare, Pre
brochure. The brochure
care,
My
Tribute Planner
makes it easy for famisales
professional
tools
lies to choose the tye of
and
Social
Media
Manageengraving desired, the
mentwork
seamlessly
jewelry style, metal choice
together to help funeral
and whether or not to
professionals save time
include a chamber for
while
offering professionals
remains. The pricing is not
innovative
opportunities to
shown in the new brochure New Memorials Directs new
connect
with
and care for
,enabling families to freely catalog.
families
in
ways
that meet
browse and share it with
needs
the
communication
friends and relatives. Separate price sheets
of
todays
funeral
consumer.
are provided to funeral homes upon request.
www.funeraldirectorslife.com
1.877.995.8767;
service@newmemorialsdirect.com;
www.newmemorialsdirect.com
Mausoleum
l
Protection
i
New Marble
Finish End Caps
Designed for
Companion Entombment
End Loading
Design
www.kryprotek.com
mb@kryprotek.com
800-826-9406
Industry Specific
Request a demo
Monitor Leads
Web inquiries
Owner Upgrades
Call Lists
Family Service Opportunities
Service Requests & Much More
November 2016
41
Update
Send in news about your cemetery, funeral home, crematory or association to sloving@iccfa.com. If you publish a newsletter,
please email a copy to sloving@iccfa.com or mail to: Susan Loving, ICCFA, 107 Carpenter Drive, Suite 100, Sterling, VA 20164.
To accommodate the massive crowds, Perches staff members were on call 24-7
and hundreds of thousands of prayer cards were passed out to fans.
A portrait of
singer and
songwriter Juan
Gabriel at his
service, handled
by Perches
Funeral Home,
Juarez, Mexico.
ICCFA Magazine
Update
Right, Sal
perches greets
guests at the
service for
Juan Gabriel.
Far right, a
screen projection of the
service to allow
more people to
see it.
Below right,
the transport of
Juan Gabriels
body from El
Paso, Texas, to
Juarez, Mexico.
SB Wealth Strategies
November 2016
43
Update
He put no limits on how much you could workor how much money
you could make, and the two are directly proportional.
by Milt Songy
aul Vanderkolk was one of a kind,
thats for sure, and if Saint Peter
needed a sales manager, hes got the best.
From the first few minutes of my new
hire interview with Paul, I knew there was
something very special about this man. I
didnt dare guess what that was, but you
knew that life would now be very different.
This, boys and girls, is an understatement.
He put no limits on how much you
could workor how much money you
could make, and the two are directly
proportional. WOW! Great news for a
guy with a wife, two hungry kids and a
diminishing bank account. Talk about
motivation.
But working in a cemetery? What
would my friends think?
My friends didnt know what to think.
I was happy and making some very good
money, which was very unusual for a laidoff airline pilot. They really flipped when
44
ICCFA Magazine
Update
n Cedar Memorial, Cedar Rapids,
Iowa, is a community partner for a weekly
mindfulness meditation group. The stress
reduction program teaches participants
to practice mindfulness, described in the
n The Allegheny Cemetery Historical Association, Pittsburgh,
Pennsylvania, is offering self-guided tours of
the resting place of 28 city mayors to commemorate the citys bicentennial celebration. Notable stops include Ebenezer Denny,
the citys first mayor, a compatriot of George
Washington; Joseph Barker, who served from
1850-1851 and was elected into office while
incarcerated (one of at least eight times he was
imprisoned); George W. Guthrie, who served
1906-1909 before his appointment as the
United States ambassador to Japan; Charles
Kline, whose service was marked by scandal
and a corruption conviction; and William
McNair, whose headstone simply reads, Husband, though he is best remembered for his
antics in office when he named his chauffeur
the director of public safety and gladly stood
on his head for press photos.
At every stop, visitors will find a plaque
with an image of the mayor (when available)
and details on the years they lived, terms
served, political affiliation and accomplishments while in office. Maps, brochures and
literature detailing the cmeterys history and
additional famous residents are available at
the administration office.
n Old City Cemetery, Lynchburg,
Virginia, recently offered a guided walking tour to the gravesites of some of the
citys sporting ladies. The Bawdy Ladies
of 19th-Century Lynchburg tour featured
stories about women who lived and worked
in the citys infamous red-light districts. They
were well-known members of the community,
and frequently the subject of newspaper articles, court cases and local lore. More than a
dozen of these women are buried at Old City
Cemetery. The tour was presented by Nancy
Weiland, a research assistant at the citys Jones
Memorial Library who has been researching
the topic for over 30 years. The tour was followed by refreshments and a small exhibit.
n The Pittsburgh Institute of
Mortuary Science, Pittsburg, Pennsylvania, recently held its 153rd commencement exercise. William G. Harris, chairman
of the Pennsylvania State Board of Funeral
46
ICCFA Magazine
program founded in 1979 by Jon KabatZinn. Our world needs more gratefulness
and less stress, said Cedar Memorial President C. John Linge, CCFE. I love mindfulness trainingits a daily thing.
came with a $500 credit toward Champion
products.
Jordan Lenick received the Eugene
C. Ogrodnik Entrepreneurial Award for
demonstrating the qualities of stewardship,
scholarship and leadership. It came with
$500 from the PIMS board and $500 from
PIMS President Ogrodnik and his wife The
Joseph D. Moon Educational Grant, given
to the graduate who has mainted the highest
scholastic average for the year, was awarded to
Sarah Worthington and Daniel Groff.
Ten percent of the graduates received the
Mu Sigma Alpha Award for scholarship and
citizenship: T. Anthony Vargo, Daniel Groff,
James Woofter and Amanda Mark.
n The Louisiana Funeral Directors Association, Baton Rouge,
installed the following officers and directors
for 2016-2017: President William Bill Wimberly, general manager of Ardoins Funeral
Homes, Eunice; Vice-President Timothy I.
Dulany, general manager of Osborn Funeral
Home, Shreveport; Treasurer Isabel Espinosa,
location manager for Green Oaks Memorial Funeral Home, Baton Rouge; Secretary
Jimmy Bordelon, funeral director for Martin
& Castille Funeral Home, Lafayette; Sergeantat-Arms Gary Tranchina, vice president of
Honaker Funeral Home, Slidell; Immediate Past President Joel L. Swisher, general
manager of Hixson Brothers Funeral Home,
Alexandria; Southwest District Governor
Retanna Mire, funeral director and embalmer
at Sibille Funeral Home, Opelousas; Southeast
District Governor Scott Haynes, funeral director and location manager at Baker Funeral
Home, Baker; North District Governor W.
Bryan Price, funeral director at Southern
Funeral Home, Winnfield; and South District
Governor Boyd Mothe Jr., vice president of
Mothe Funeral Homes in the New Orleans.
Wimberly is serving his second consecutive
term as president.
n Carriage Services, Houston, Texas,
has bought Jay Chapel, Madera, California,
founded in 1893. Dan Whistler has been
president since 1984 and will continue to be
involved with the business. Carriage operLike the ICCFA on Facebook & friend ICCFA Staff
UPdatE
ates 170 funeral homes in 27 states and 32
cemeteries in 11 states.
carriage also recently announced
the retirement of dave decarlo.
DeCarlo came out of retirement from a
long career with Matthews International
to join the Carriage board in 2011. He
joined the company full-time as board
president and vice chairman on March
4, 2014.
n Park lawn corP., Toronto,
Ontario, has exercised its right to buy all
remaining outstanding shares in amety
ltd. Amety owns Tubman and Cadieux
funeral homes in the Ottawa, Ontario,
area and Outaouais, Quebec City. Park
Lawn bought 50 percent of Amety in 2014.
Since 2013, Park Lawn has grown from six
cemeteries in the greater Toronto area to
56 properties operating across Canada and
in the U.S. PLC and it its subsidiaries own
and operate 34 cemeteries in Ontario and
Michigan and 16 crematoria and 22 funeral
homes, chapels and planning offices in
Quebec, Ontario, Manitoba and Saskatchewan.
r
S U P P LY L I N E
from page 40
n GloBal Bronze inc., Toronto,
Ontario, has relocated its corporate headquarters and primary warehouse facilities to
much larger premises in Canada.
www.globalbronze.com
n treasured MeMories, Wheeling,
West Virginia, has started a crowdfunding site to help families raise funds. It can
be used for anything, including when the
family requests help in raising funds for
the funeral and memorial celebration or
for giving donations to the deceased clients
favorite charity. This is the next step we can
take as funeral professionals to serve families, charities and our community today. It
allows your funeral service to be receptive
withum.com
November 2016
47
New Members
For information about
the ICCFA and Membership:
Regular
Admission to ICCFA membership normally requires a majority vote of those present and voting at any
meeting of the executive committee. The names of all applicants must be published in this magazine.
ICCFA members objecting to an application must do so in writing to the ICCFA executive director within
45 days of publication. In the event of an objection, the executive committee will conduct an inquiry. If an
applicant is rejected, they will be granted an appeal upon written request. The decision of the Board of
Directors shall be final.
Email your Word document or pdf 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 companys name and location in the body of your email.
If your email is a large file and bounces back, send it to slovingiccfa@yahoo.com.
Photoshigh-resolution, RGB jpgscan be emailed or Dropboxed. Photos must be suitable for magazine printing, not for use on the internet. Make sure your e-mail program isnt helping you by maximizing photos for emailing (that means its reducing the resolution). If youre scanning in glossies, they must be scanned in at a minimum
of 300 dpi at the size they are to be printed. If youre not sure if your photos are high-resolution, please check. A 10k
headshot is not high-resolution. A 100k photo of your event is not high-resolution. We want you to look good in print!
Questions? Need some guidance?
Email ICCFA Magazine Managing Editor Susan Loving at sloving@iccfa.com.
48
ICCFA Magazine
I C C FA N E W S
November 2016
49
I C C FA N E W S
cremation as a consumer choice. Participants will learn strategies for applying statistics to invent creative sales strategies in a
rapidly changing, cremation-focused environment. Families are
choosing cremation for all sorts of reasons, but do they really
understand the importance of memorialization?
he ICCFA is pleased to announce that we are now accepting entries for the 2016 KIP Awards.
The KIP Awards recognize personalization in funeral, cemetery and cremation products and
services. The categories are:
Most Personalized Service or Memorial
Best Event
KIP
Best in Personalization
Award
r
50
ICCFA Magazine
I C C FA N E W S
Popular sponsorships such as keynote sponsoring and refreshment breaks are also available. Co-sponsorships are also
welcome.
If you would like more information on WWS sponsorship,
visit www.wideworldofsales.com or contact Kelly Spann, the
ICCFAs meeting planner, at kspann@iccfa.com.
Cave Hill Cemetery Cypress Lawn Forest Lawn Memorial-Park & Mortuaries
Gibraltar Remembrance Services LLC Global Atlantic Financial Group
Guerra & Gutierrez Mortuaries Homesteaders Life Inglewood Park Cemetery
Johnson Consulting Group Los Parques Matthews International Corp.
NOMIS Publications Regions Trust Service Corporation International
Spring Grove Cemetery & Arboretum StoneMor Partners LP
The Signature Group The Tribute Companies Inc.
November 2016
51
I C C FA N E W S
ICCFA Magazine
Calendar
to page 54
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.
November 2016
53
ad iNdex
35 A Simple Thank You
11 Abbott & Hast
37 American Cemetery/Mortuary
Consultants
39 American Funeral & Cemetery
Trust Services
47 ASDAnswering Service for
Directors
2 Continental Computer Corp.
11 Cooperative Funeral Fund
3 Eickhof Columbaria Inc.
35 Ensure-A-Seal
53 Flowers for Cemeteries
25 Foundation Partners Group
11 Funeral Call Answering Service
19 Funeral Services Inc.
15
5
38
33
27
41
11
45
31
35
17
37
11
56
CaleNdar
from page 53
December 1: Connecticut Funeral
Directors Assn. Annual Mtg. www.ctfda.org
2017
January 11-14: ICCFA Wide World of
Sales, Hyatt Regency, Phoenix, Arizona.
www.iccfa.com
January 14: New Hampshire Funeral
Directors Assn. 117th Annual Mtg., Church
Landing, Meredith. www.nhfda.org
January 15-17: Alabama Funeral
Directors Assn. Mid-Winter Trade Show,
Birmingham. www.alabamafda.org
February 7-13: Ohio Funeral Directors
Assn. Annual Educational Conf., Panama
City, Panama. www.ofdaonline.org
February 10-12: Monument Builders of
North America Industry Show, Indianapolis,
Indiana. www.monumentbuilders.org
Classifieds
GUARANTEED!
ICCFA Magazine
NOTHING SAYS
LOVED
LIKE A MEMORIAL
WITH A
PARADISE PICTURE
Where love and loss come together, there
can be no such thing as going half-way.
Which is why the finest memorials feature
the worlds finest memorial portraits by
Paradise Pictures. There is no compromise.
Each portrait is a beautifully hand-crafted,
nearly indestructible work of art, with the
most vibrant colors and richness of detail
that simply cant be generated by a copier.
Its a visible difference you may be proud
to present to your customers.
To them, it will mean the world.
For a free sample, along with our price list,
call us or email
scott@paradisepictures.com