Professional Documents
Culture Documents
MAGAZINE
CEMETERY CREMATION FUNERAL
Inside: Check out the college programs for ICCFA University, July 20-25, 2018
®
10 CELEBRANTS
Spiritual but not religious: Courtney’s death rites
Crafting a service that honors the life and memory of each individual
takes careful thought and sometimes the willingness to do something a bit
different. by Paul Boardman
Top, Pray Funeral Home brought 12 SALES: MARKERS & URNS
in a pool table to a service to help Cemetery Impossible: Figuring out a better way to sell
friends and family remember and memorialization When you start to talk to a family about buying a
celebrate the life of a loved one. marker or urn, do you often hear, “We don’t have much money”? Do you
Bottom, Mountain View Funeral have a trouble getting families to select a replacement for the “temporary”
Home planned a princess-themed life urn you provide? It’s time for a new approach.
celebration for a 3-month-old girl. by Dan Isard, MSFS
The 2017 Keeping it Personal
16 FUTURE STUDIES
Awards drew 51 entries. The awards,
The more things change, the more they stay the same
begun by the ICCFA Personaliza-
Think that funeral celebrants are cutting-edge? How about living funeral
tion Subcomittee in 2001, recognize
emcees, who will officiate at a funeral while the guest of honor is still alive
personalization in funeral, cemetery
to enjoy it? As funeral rituals continue to evolve, we have to wonder what
and cremation products and services.
the future will bring. by Nathan Nardi
The grand prize winner each year
receives one free registration to the 20 PRE-NEED SALES SUCCESS
ICCFA Annual Convention. Addi- Cutting compensation for salespeople is shortsighted
tional 2017 KIP Award winners will Are commissioned salespeople overpaid? Or are they crucial to the
be featured in future issues of ICCFA long-term success of your cemetery? by Ed Horn, CCE
Magazine.
22 KIP: MOST PERSONALIZED SERVICE OR MEMORIAL
8 Washington report Grand Prize Winner: Pray’s used pool table, putting green to help
Funeral service again at the family & friends celebrate life How do you create a life celebration that
bottom of FTC’s list of consumer ends in applause? Pray’s Funeral Home does it by listening to the family
complaints and then going above-and-beyond to help them honor their loved one.
by Robert M. Fells, Esq. Pray Funeral Home, Charlotte, Michigan
40 Update
26 Mountain View helped family give Kaia a celebration fit for the
42 Supply Line
princess she was The shortest life can have a huge impact on others.
48 New Members Mountain View Funeral Home helped a grieving family celebrate the life
49 Calendar of and say goodbye to a little girl who died much too young.
50 Classifieds Mountain View Funeral Home, Lakewood, Washington
50 Ad Index 30 KIP: INNOVATIVE PERSONALIZED PRODUCT
Heaven’s Maid offers to care for graves when the family can’t be there
to do it When family members want to care for graves or bring flowers but
can’t do so, Heaven’s Maid offers to step in.
Heaven’s Maid, Hazel Park, Michigan
4 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
TABLE OF CONTENTS ICCFA news
32 Reef balls encase cremated
39 ICCFA University, July 20-25, 2018
remains, build coral reefs to help
An invitation from Chancellor Jeff Kidwiler, CCE, CSE
marine life Memorial Reefs Interna-
tional allows eco-minded consumers 39 College of Hospitality & Event Planning Dean John Bolton, CCE
to spend eternity helping to preserve 40 College of 21st Century Services
ocean life. Includes celebrant training by Dean Glenda Stansbury, CC
Memorial Reefs International LLC, 40 College of Cremation Services Dean Jim Starks, CFuE, CCrE
Hamilton Parrish, Bermuda 42 College of Funeral Home Management Dean Todd W. Van Beck, CFuE
48 ICCFA Q&A 42 College of International Studies Dean Jim Hammond
“Do you separate your sales team
42 College of Land Management & Grounds Operations
into pre-need and at-need special-
Dean Gino Merendino
ists?” Christine Toson Hentges, CCE
44 College of Leadership, Administration & Management
Dean Gary Freytag, CCFE
44 J. Asher Neel College of Sales & Marketing
Dean Gary O’Sullivan, CCFE
46 2019 Annual Convention Call for presentations:
Deadline July 10, 2018
To support the 46 Cremation training Sessions in Indiana and Ohio
ICCFA 46 PLPA College: Save the date: August 22-24, 2018
president’s
goal of ICCFA calendar
raising go to www.iccfa.com for program, registration & scholarship information
money to
fight lung 2018 ICCFA University
cancer, today’s #1 killer of women, July 20-25, Fogelman Conference Center,
go to http:/www.iccfa.com/lungforce University of Memphis, Memphis, Tennessee
Chancellor: Jeff Kidwiler, CCE, CSE
6 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
Washington Report
by ICCFA General Counsel
Robert M. Fells, Esq. FTC annual report show continued
drop in funeral consumer complaints
I
robertfells@iccfa.com
1.800.645.7700,
ext. 1212 n early March, the Federal Trade The report ranks 30 categories
direct line: 703.391.8401 Commission (FTC) published its annual
“Consumer Sentinel Network Data based on the volume of
➤Fells is ICCFA general Book 2017” that tallies the number of
counsel, responsible for
complaints. Funeral-related
consumer complaints filed with dozens of
maintaining and improv-
federal, state and local agencies. In addition, complaints come in at number
ing relationships with
federal and state govern-
all of the U.S. and Canadian-based offices 29; only buyers club complaints
ment agencies, the news of the Better Business Bureau contribute
media and consumer organizations. their data to the FTC report. are ranked lower, at number 30.
The total number of consumer Among the categories ranked
➤ Fells has worked on behalf of the ceme-
tery and funeral service profession on legal
complaints for 2017 is nearly 2.7 million,
which is slightly down from 2016. Some higher are banks and lenders
and legislative issues since 1975 and joined
the ICCFA staff in 1983. He is retired from 42 percent of the complaints were related (#5), health care (#14) and tax
his position as the association’s executive to fraud, 14 percent dealt with identity
director, which he held for six years. theft and everything else totaled nearly preparers (#27).
➤ He has published 44 percent. Debt collection, identity theft
a number of books. and imposter claims were the top three were 1,109. In each of the three years, the
His latest, “The Curse categories. percentage of funeral-related complaints
of the Tomb,” brings The report ranks 30 categories based on remained at 0.04 percent.
back Maj. Alexander the volume of complaints. Funeral-related It should be noted that for the first
Armstrong, who featured complaints come in at number 29; only time, the FTC report states that the term
in two previous books. buyers club complaints are ranked lower, at “consumer reports” is used instead of
The discovery of the number 30. Among the categories ranked “consumer complaints.”
royal tomb of King higher are banks and lenders (#5), health The report explains: “Often, people
Tutankhamen creates a
care (#14) and tax preparers (#27). make these reports after they have
huge black market in forgeries of antiquties
where the stakes include murder, and the
Funeral-related complaints amounted experienced something problematic in the
British government seeks assistance from to 1,109, or 0.04 percent of the total 2.7 marketplace, avoided a loss, and decided to
the Americans. million complaints. Funeral complaints alert others.”
categorized specifically as fraud amounted In other words, there may be no actual
to 14 complaints of the total 2.7 million. loss involved, only some difficulty in the
The nature of funeral-related complaints transaction that was resolved before it
is described as “quality, services, price reached the level of a loss.
or price disclosures of funeral service This acknowledgement by FTC suggests
providers.” that the numbers of complaints cited
For comparison purposes, total funeral- may be overstated because some of them
related complaints for 2015 were 1,245; for never reached the level of a loss on which
2016 they were 1,264, and for 2017 they ➤to page 9
8 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
WASHINGTON REPOR T
LED Lighting Solutions
➤from page 8 for Memorial Products
complaints are typically based.
For questions or comments about the E N E R G Y S AV E R
report, contact ICCFA General Counsel Bob
Fells at robertfells@iccfa.com. LED light bulb for Crypt
The entire 95-page report can be & Niche Fronts
viewed at https://www.ftc.gov/system/files/ Warm color for Bronzes
documents/reports/consumer-sentinel-
network-data-book-2017/consumer_ E A SY TO
T O I N S TA L L
sentinel_data_book_2017.pdf. r
www.septechnologies.com
1 877 515-4672
Court: Funeral home
should not have fired
transgender employee
A lso in March, the United States Court
of Appeals for the Sixth Circuit
A P R OV E N A P P R OAC H TO
How to become a celebrant Crafting a service that honors the life and memory
• Attend ICCFA Univer- of each individual takes careful thought and sometimes
sity’s College of 21st
Century Services, led by the willingness to do something a bit different.
Dean Glenda Stansbury,
CC. ICCFAU 2018 will
be held July 20-25 at the
University of Memphis
Spiritual but not religious:
Fogelman Executive Center, Memphis, Tennes-
Courtney’s death rites
I
see. www.iccfa.com
• Contact Stansbury (glenda@insightbooks.com)
or go to www.insightbooks.com, the In-Sight am in-house celebrant at Evergreen service that best honors their “person.”
Books website, for information about celebrant Washelli Funeral Home in Seattle, Then, we get to the content and elements
training sessions scheduled around North America.
Washington. Although I have a Master of their service—the rites and form of how
of Divinity degree from a Christian to say their goodbyes.
seminary and training as a pastor in the I conducted a ceremony right after
Protestant tradition, the families I serve are Thanksgiving in 2017 that I’d like to
often, but not all, unchurched. tell you about. Courtney—we will call
Some of my families are those who her Courtney—came from a traditional
consider themselves spiritual but not Greek family. She had just turned 21
religious. Others are religious but unaffili- years old a week prior. She lived with her
ated with a church. Some are cross-over grandmother and was estranged from her
hybrid folks, such as a Native American- parents.
Catholic, who don’t align themselves with The day after Thanksgiving, after an
one denomination or tradition. They might argument with her boyfriend, she took an
have been “burned” by religion. electrical cord and hung herself from a tree
So, one of my tasks is to determine the in her backyard.
level of religious language—the bent or She was what you might call a free
tone the family feels comfortable with—to spirit. She was a dancer. She would have
get the language and spirit right for the nothing to do with the Greek Orthodox
10 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
CELEBRANTS
faith of her grandmother and other family Almost all religions stress this connection smiling on you as she is surrounded by her
members. Her guardian grandmother or some future heavenly meet-up with our gods of mercy, by the swirling energies she
was fairly sure she wanted to honor her person. knew and believed in.
granddaughter in a 21-year-old Courtney Courtney’s paradigm of energy, her “She’s dancing sweetly, that dance
way, but was a bit uncertain because journals, very much embraced an afterlife. of hers. And the heavenly beings, the
the Greek relatives who would be in So, I went with that for my homily or beautiful gods of her most magnificent
attendance might feel lost. sermon, “Words of Comfort,” which the energies, are dancing with her. They are
We agreed we would just go for the family requested. It was unlike any homily rejoicing to be together. She’s in their
tone of “New Age Courtney.” Half of those I have ever given light, they are in hers and it’s beautiful. It’s
in attendance would be Courtney’s grief- My first task was to say that it was pure joy. She’s taking it all in.
stricken young friends. The grandmother absolutely OK to grieve freely—it was “She’s taking selfies right now, too.
felt anxious about the fact that there would okay to feel absolutely wrecked. It’s the She’d share them with you if she could
be no scripture readings, but we were blessed formula I stressed: Grief = Love. find a way. But she wants you to know
committed to Courtney. From viewing the later posts on her joy. She wants you to know of her
Grandma gave me a journal from Courtney Facebook page, it was obvious love of you. She wants you to know she’s
which to glean Courtney’s cosmology. that there was a lot of anger and conflict. smiling. She’s smiling in the way that you
Her Facebook page was still up. And in There was blame. remember. In that very way.
the service, in place of scripture, in front So, for the second part of my message, “May the gods of Courtney bless you
of many Greek Orthodox relatives, I read I called upon Courtney and her cosmology and keep you always.”
from Courtney’s good life Pinterest quotes, to allay the guilt and the blaming. I called Risky? Yes, it was. Heretical? Perhaps.
which were also still up. It was 100 percent upon the presence of Courtney from the Nevertheless, that was my sermon.
Courtney: beyond to be among us. Lest you assume there were no
I said: “The gods of Courtney are the traditional elements to this funeral, I
“Everything is energy and that’s all gods of mercy. Yes, the gods of Courtney, should tell you that Courtney was in an
there is to it. Match the frequency of the her very gods, are the gods of mercy. open casket. She was stunning.
reality you want and you cannot help but The energies of the gods of Courtney are If you ever doubt the power of an
get that reality. It can be no other way. descending now in forgiveness. They open casket, go to the funeral of a young
This is not philosophy. This is physics. extend their hand gently to us, these person lost to suicide. Courtney’s friends
—Albert Einstein compassionate gods of hers, and they kept vigil around her casket for 10 hours,
offer us their comfort. They are willing us, playing her music, singing, weeping.
“It is better to be absolutely ridiculous they’re wishing us, as much peace as we And yes, her boyfriend was there,
than absolutely boring.” can afford to take on right now. too—the one with whom she had had the
—Marilyn Monroe “So, take the manna of these gods of inciting argument. He might be the greatest
Courtney. Say thank you! Be extravagantly mess of a human I have ever seen. But
There is no greater comfort in death, blessed, take more comfort than you think there were so many people with their arms
expressed through our death rites, than you deserve. And then take some more. around him, holding him up as they all
when we still feel assured of our connec- Because Courtney wants you to have that grieved together. r
tion to our deceased loved one, our person. comfort and to know it and to feel it. She’s
Non-deposit investment products offered through RBC Wealth Management are not FDIC insured, are not a deposit or other
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Cemetery Impossible
nies LLC, a Phoenix-
based business and
management consulting firm specializing
in mergers and acquisitions, valuations,
accounting, financing and customer
surveys. Figuring out a better way to sell memorialization
➤He is the author of several books, Dear Dan, enter into cemetery decisions six to 10 years
and frequently speaks at industry conven-
I have trouble selling markers to families. before they enter into funeral decisions.
tions.
During a sales conference, at need or in I conclude from your letter you are not
More from this author advance of need, my first emphasis is the sale promoting advance sales. This is the biggest
➤Educational information, including of the interment right. Then, I focus on the mistake you are making,
copies of this article, can be found at vault, if they haven’t pre-purchased it from We have followed successful cemeteries
www.theforesightcompanies.com the funeral home. for 30+ years and found that a well-run
➤You can follow Isard on Twitter at Lastly, I try to sell the marker. Of course, cemetery has advance sales that are double
@f4sight, LinkedIn and “like” The Fore- many have pre-purchased it from the funeral the amount of at-need sales. Stated another
sight Companies on Facebook. home, but those that haven’t tell me they way, if a cemetery is well run and has
“don’t have much money” and I tell them we $1 million in revenue, about $650,000
Editor’s note can put up a temporary marker for them until to $700,000 of that revenue comes from
they can make the commitment. advance sales.
I have a similar problem with cremation The ability to talk first with a family via
families. We own our own crematory so we advance sales gives you first crack at their
have a great advantage in our market. We budget for funeral and memorial needs. By
have built two columbaria. One is a granite- promoting pre-need sales, you can make the
The Cemetery Impossible column is written
front and one is a glass-front. Everyone tells sale of the interment right and the protective
by the staff of The Foresight Companies.
me glass-front niches sell rapidly, but I do not vault as well as the memorial.
If you have a question you want to be
featured in this column, please send it find that to be the case in my market. If a family spends all their money at the
to danisard@f4sight.com. Dan Isard or When we talk to a cremation family we funeral home on the casket and a service,
a member of his staff will call you to get show them the 40 urns we display and yet they won’t be able to fund the interment and
more information and a recommendation more than 80 percent choose the temporary permanent memorialization.
will be provided via this column, helping urn we use to return the cremated remains. You mentioned often hearing “we don’t
not only you but also others who are Recently I spent the money to buy an have much money.” How much is “not
facing similar challenges. engraving machine to engrave photos, names much”? To me, that is a sales phrase.
and dates onto the temporary urn, which In an arrangement conference, there are
families really appreciate. sales being made by consumers and the sales
I suspect there is something we are counselor. This phrase, when used by the
doing to cause us to have a result which is consumer, is simply an attempt to position the
inconsistent with other cemeteries. arrangement counselor in a corner.
Tired of Temporary in Topeka Families have choices. Would the family
rather spend the money on a memorial or on a
Dear Tired, grave opening? They can certainly, with your
Yes, your technique is not effective for selling supervision, open their own grave and close
markers, vaults, interment rights, merchan- it up. However, they have chosen to employ
dise and memorials for cremation consumers. you to do that work for them.
Let me break it down for you. Families make choices with their money.
The average advance cemetery sale takes They choose to spend based on where they
place when the consumer is 68 to 72 years perceive value.
old. The average advance funeral sale takes A memorial marker can cost from $500
place when the consumer is 78 to 82 years to the going price of a pyramid. This marker
old. is the symbol of the memorial point. A
Therefore, on average, a consumer will marker is a modern-day stele. A stele was the
12 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
If you have a need for it,
we can do it.
Time is valuable. Focus on what matters. Experience counts. Discover new levels of success.
MANAGEMENT: FINANCES
These plastic vessels in which the cremated remains are encased when being returned to a family are
actually “transfer urns.” They have a limited purpose, that of taking the cremated remains from the retort
to the point of permanent interment or transfer to a permanent urn. They are not “temporary urns.”
engraved story of achievements the deceased confuses the families into thinking these are providing clients that they track which
would prepare to argue they are worthy of full-fledged, permanent urns. families do not purchase an urn at need and
going to “the underworld.” It evolved into a They are not intended to be on display continue to market to them. You can do this
gravestone and memorial. in a household, let alone in a glass-front by letter and email.
There are many types of memorial niche. You can place them in a granite niche, Generally, 2 percent to 5 percent of people
available, including upright and flat markers because no one will see them. You could contacted post-need will purchase an urn.
as well as benches and other columns. Not place a plastic bag containing cremated re- The key to selling glass-front niches is
everyone needs or wants columns. It is a mains in a granite-front niche, for that matter. positioning the price relative to a granite
matter of the family choosing what is proper Customizing or decorating these transfer niche. Assuming a granite niche costs $500,
to their sensibilities. urns simply serves to interfere with a family’s the same size, same position of a glass-front
The grave is a functional object, the place choice of an urn. niche would be about $1,000. If you set your
where a person’s body is laid to rest, while Scripting is important on Broadway, but price for glass-front niches too low, they
the marker is the memorial to that person’s it is also critical in an arrangement. Too often don’t have value. You might sell them out too
life. Today, we use substantial materials such arrangers learn a script of their own device quickly.
as granite and bronze to mark the grave to and stay with it even if it results in poor Glass-front niches are often chosen
protect against weather and erosion that can communication. because they can be personalized easily. This
alter the condition of these items, as anyone A family has at least two decisions to starts with the selection of the urn itself. A
going through an old church cemetery can make in the choice of merchandise for a more personalized and possibly more high-
attest. cremation service: Is the purpose of the end urn will be purchased for a glass-front
That is why a “temporary” marker is not container to hold the body for transfer, care niche than a granite-front niche, since it can
proper. In fact, it is a misnomer. A temporary and maybe display for a service? Will the be seen.
marker is usually paper on a metal insert. The vessel chosen to hold the cremated remains I remember seeing a bank of glass-front
paper eventually deteriorates, leaving only be permanent? niches where only about three out of 40 had
the metal insert. Over time, the insert may be We use euphemisms because we are been sold. The owner wanted uniformity and
moved by grounds crews and put back in the so accustomed to this discussion, but for decreed that “everyone using one of these
wrong place or not at all. a family that has never made a cremation must use this particular urn.”
A temporary marker can possibly set you arrangement, this adds to confusion. Those niches didn’t sell because of that
up for litigation, as these are not markers The script should be, “In a moment, we cemetery owner’s rule. To the consumer,
meant for the public. They are generally for are going to review two product choices you “glass-front” means “custom.”
the work crew or setting companies, but they need to make in dealing with your loved Glass-front niches appeal to families
are not intended to be relied upon by the one’s body. First, what do we want to use who want to be more expressive. The layout
public. to hold their body between now and the within the niche is important to them. They
cremation? This will be used to care and will pay to rearrange and reset the niche
Cremation sales protect the body and be a way to display the interior every few years.
Your issue for cremation families is just body for the visitation and service. We will The urn is a part of this staging. To
as problematic, but since you caused the use this to protect the body as we move it tell people who want the niche contents
problem you can correct the problem. A from the point of the service to the crematory. to express who their loved one was as
temporary urn is not temporary. It is usually “Secondly, we need to place the cremated an individual that their niche must look
made out of plastic or some simple wood. remains into a vessel that you can use to like everyone else’s is to operate at cross
If left unprotected in a field, sun, wind and protect the remnants of the body, which purposes.
elements might break it down in 50 to 70 may be for the display in your home or for People who buy glass-front niches will
years. Something that lasts that long is inurnment in a permanent place such as a buy more ornate and personalized urns.
certainly not temporary! cemetery.” You need to encourage this to promote the
These plastic vessels in which the crema- Then you lead them into the display area complete sale of the glass-front niche.
ted remains are encased when being returned to make their choices. Why else would people be willing to
to a family are actually “transfer urns.” Selling urns is different from selling buy larger niches, niches that are taller or
They have a limited purpose, that of taking caskets in many respects. The biggest differ- wider than average? These options appeal to
the cremated remains from the retort to the ence is timing. A casket is almost always some people because they allow them to use
point of permanent interment or transfer to purchased within 48 hours of death in an decorations that are of different sizes.
a permanent urn. They are not “temporary at-need arrangement. However, an urn can be I recommend you look at all you are doing
urns.” purchased at-need or post-need. in light of this article and change a few things
Lasering images and words on these Post-need is any time after the service. at a time. r
transfer items gives them too much respect. It I strongly recommend to our cremation-
14 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
If crypt flies don’t keep you
up at night, maybe this will.
It’s bad enough that crypt flies are probably inhabit-
ing your mausoleums right now. (Those little guys
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your business. Just see what happened at one location
in an actual newscast at www.ZontecSolution.com.
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$20
PER F
AMILY
16 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
personal.
Make it
CREATE TREASURED TRIBUTES for families with a personalized burial vault that focuses on a life well lived.
Free with many Wilbert burial vaults, a personalized carapace becomes a landscape of love and a celebration
of life.
Successful funeral professionals have adapted and will continue to adapt to meet
the growing needs of their clients. As younger generations begin to identify which funeral rituals
are important to them, funerals may begin to look a lot different than they do today.
18 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
TELEVISION
ADVERTISING
TV is an outdated advertising medium.
True False
“While digital advertising
TV is the most expensive medium. generates leads, no other
media captures attention and
True False wins families like TV.
You can’t afford to skip
television or run weak ads, and
TV is the most effective way still reach decision-makers.”
to reach adults over 45. Courtney Gould Miller
COO & Head of Digital, MKJ Marketing
True False
salespeople is shortsighted
etery, East Elmhurst,
New York.
T
www.stmichaelscemetery.com
➤He is a member of the ICCFA Board of here was a time when I would hear Sales of property made today result in a
Directors and the Government and Legal from owners and managers that portion of the money being invested in trust
Affairs Committee.
opportunities for sale represen- accounts designed to grow so they can meet
➤ The 9/11 Queens Firefighters Memorial tatives were too generous. As a result, the future needs of cemeteries. If money
and observance he spearheaded in honor territories were carved up, additional sales earned currently from sales is invested in
of Queens firefighters killed on September reps were hired and/or commissions were developing new memorial properties, that
11, 2001, received the grand prize in the cut. It was open warfare that confirmed will result in trust funds growing.
ICCFA’s 2005 KIP (Keeping It Personal)
the belief held by some employers that As inventory goes down (due to sales
Awards contest.
commissioned sales reps earned too much. success), pricing of remaining memorial
But if commissions are based on pricing property can be increased, especially when
that reflects cost of product, administrative the economy is doing well, resulting in more
and operational fees and commission money deposited in the trust fund.
(built into the sales price), how could a Commissioned sales reps are the best
commissioned sales rep earn too much? salespeople in the marketplace. Their
I think this belief was based on owners/ earnings are determined by their ingenuity,
managers feeling, either overtly or uncon- personality, perseverance and ambition.
sciously, that their sales reps might (or did) Limiting their income ensures their departure.
make more money than they themselves did. Who will their replacements be? What will be
Many commissioned sales reps don’t the consequences to the cemetery?
earn anything unless they sell. Restricting A sales organization that celebrates a
their income can result in fewer sales, which good-to-exceptional reputation has earned
negatively impacts the organization’s bottom that recognition as a result of its employees,
line, meaning that those who insist on the services provided to its clients and the
limiting their sales reps’ incomes were more devotion of its sales force.
concerned about doing that than about the A commissioned sales rep understands
overall economic health of the organization. this three-legged stool on which rests their
Recently, I’ve seen a resurgence in the economic wellbeing. The first leg is that their
idea of limiting sales reps’ earnings, this own self-interest can only be ensured by the
time at cemeteries with a limited amount success of the institution (the second leg) they
of inventory left to sell. Directors wonder work for.
whether it’s rational to continue pushing sales The third leg is that it’s never a one-and-
rather than prolonging the cemetery’s active done encounter with clients. The cemetery-
life by selling at a slower pace. client relationship is a long-term one, and
We all realize that landlocked cemeteries continuing to serve the needs of each client
will eventually (in some cases soon) sell often leads to additional sales, to the client’s
their last interment, entombment and friends and family members.
inurnment. After the last of the land is sold, Driving away your best salespeople by
institutional income (beyond what comes cutting compensation and then making do
from endowment funds) will be restricted with a subpar sales force can damage the
to openings and closings, monument sales cemetery’s reputation.
and the introduction of new memorialization To create the circumstances under which a
options. cemetery can grow and enlarge its trust funds,
Without property sales, these other income the cemetery must have properly motivated
streams may be significant, at least for a and compensated sales reps. They are the
while, but most of the burden of maintaining people who will make sure the cemetery can
these cemeteries in perpetuity will rest on be financially secure and fulfill its promises to
trust funds/endowment care. its client families. r
20 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
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Joseph Pray,
director and
life celebration
creationeer.
The pool table was brought from Joseph Pray Sr.’s house as a surprise to the
family. It encouraged friends, family members and pool league buddies to recre-
ate Drew’s memorable shots and relive the debate about whether they were due
to his skill or luck.
22 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
PERSONALIZED
S E R V I C E OR MEMORIAL
Pool
The first invitation to celebrate Drew’s life
WHEN THEY TELL YOU
as guests entered the visitation room was a
full-sized pool table set up in the middle,
complete with balls racked and cues
“YOUR CREMATION PRICE
chalked and ready.
The pool table was brought from Joseph
Pray Sr.’s house as a surprise to the family.
Throughout the visitation numerous
IS TOO HIGH.”
friends, family members, and pool league
buddies took shots on the table.
They even recreated Drew’s memorable How do You Respond?
shots and relived the debate about whether Don’t lower your prices. Help families understand the value you
they involved Drew’s skill or luck. deliver. Cremation with Confidence was created to give you and
your staff the tools to defend your price.
Golf Call us to learn more about becoming a Cremation with
As guests passed the pool table headed to Confidence provider, and exclusively license your county today.
the front of the chapel to support Drew’s
family, they noticed Pray Funeral Home’s
@2018 Cremation with Confidence
Screenshots from one of Joseph Pray’s Instagram videos showing the funeral setup, including a bowling area.
Drew’s bowling ball, hand sinking a golfball into the cup at
along with pins bor- the foot of the casket. Again, friends and
rowed from the local league buddies recalled some of the games
bowling alley, were set they had shared with Drew.
up at the head of the
casket. At the close Bowling
of the service, Drew’s As they passed the casket, they came
brother Kyle stepped to across Drew’s bowling ball, along with
the head of the aisle and bowling pins borrowed from the local alley
rolled a perfect strike for
by our staff member Nate Lovaas, The pins
Drew—Drew’s last strike.
As the pins fell, family were set up at the head of the casket.
and friends erupted into Family album memorial video
long-lasting applause Pray’s video team created a personalized
and cheers.
video memorial using the family’s pictures
Some of Drew’s beer
collection and MUS that captured Drew’s favorite times in
memorabilia were placed living color.
throughout the room. It was enjoyed by friends and family
during their visitation, as well as shared
on Drew’s tribute page on Pray’s website,
where friends could share their memories
and pictures of Drew.
Rolling the last strike
At the close of the service, Drew’s brother
Kyle stepped to the head of the aisle and
rolled a perfect strike for Drew—Drew’s
last strike. As the pins fell, family and
friends erupted into long-lasting applause
and cheers.
The service encouraged guests to
remember, celebrate and carry Drew’s
memory forward. Many guests com-
mented, “we are glad to be here.”
Drew’s sister Dawn said afterward,
“My brother’s funeral was full of tears but
more importantly lots of laughter, as well.
Pray Funeral Home was amazing and Joey
Pray’s accoutrements were outstanding. ...
A putting green was spread across the front of the chapel. Drew’s putter stood Can’t say I’ve ever been to a funeral that
ready in a stand, teasing guests to try their hand at sinking a golf ball into the cup ended in applause. Great send-off to one
at the foot of the casket and encouraging friends and league buddies to recall the of the sweetest, kindest, most life-loving
games they had shared with Drew. persons I know.” r
24 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
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26 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
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28 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
P E R S O N A L I Z E D S E R V I C E OR MEMORIAL
Above, police officers help carry the casket into the crematory. Below, family mem-
bers, officers and funeral director Caitlin Baranko hold hands around Kaia’s casket
and pray at the crematory.
Ammouri
Sabah and
Michael
Goliszek
co-founded
Heaven’s
Maid.
A page from the Heaven’s Maid website demonstrating the flower-ordering process.
30 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
K I P A WA R D S 2 0 1 7 : P E R S O N A L I Z E D P R O D U C T
Above left and right, a memorial before and after trimming, respectively.
➤Honorable Mention:
Memorial Reefs Interna-
tional LLC,
Hamilton Parrish, Bermuda
www.memorialreefs.
international
32 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
K I P A WA R D S 2 0 1 7 : P E R S O N A L I Z E D P R O D U C T
Reef balls after more time in the ocean, showing the growth of marine life on the structures over time.
growth and development of marine life on the texturized to ensure coral polyps have an This intuitive design allows for the
reef balls are shared twice a year through the ideal landing pad for propagation. natural growth of new corals and will be
company’s social media pages. Reef balls are constructed without metal supplemented by polyps harvested from coral
In additional to individual reef balls, rebar, so they do not collapse when the metal nurseries.
couple, family and community reef balls are disintegrates over time. The hollow inverted Memorial Reefs International is working
offered, as well as custom designs. dome shape and holes serve several purposes. alongside marine biologists and local
The goal of Memorial Reefs International First, this design allows currents to pass scientists to study the progression of coral
is to help families, the community and the through and around the ball, keeping it from growth on our reef balls.
environment through construction of artificial tumbling around the ocean floor. Depending The company wants to provide not just a
reefs designed to enhance coral generation, on ocean conditions, different types of memorial, but a living specimen for marine
increase marine biomass and provide an eco- anchors are sometimes used. biologists to use in their quest to remedy our
friendly alternative to traditional burial. Second, the hollow and open nature of the global climate crisis.
Reef balls are patented structures ball allows marine life to take shelter, which The company’s initial marine memorial
engineered to withstand current and wave is essential for maintaining fish populations in parks are in Bermuda, where the company is
action, facilitate new coral growth and house coral colonies. headquartered, and Cancun. New locations
an array of marine life. The concrete used These holes additionally serve as a vault are scheduled for opening in 2018 in Tonga,
in their construction is specially formulated for cremared remains to be encased for Fiji, Papua New Guinea, Cook Islands and
to have the same PH as sea water and is eternity. Goleta and Baja California. r
n TODD W. VAN BECK has published the first bi- City; his contentious relationship with another funeral
ography of famed funeral director Frank E. Camp- director, the Rev. Stephen Merritt; his establishment of
bell. “The Genius of Frank E. Campbell” is available “The Funeral Church”; his innovations in embalming
on amazon.com. Campbell is probably the most famous education for female embalmers; his devotion to good
and familiar name in the history of the funeral profes- works; and his participation in possibly the most famous
sion. The firm’s clientele still includes the rich and fa- funeral he ever conducted, that of silent movie star Ru-
mous from pop culture, politics and business. The book dolph Valentino, whose funeral launched the notion of
covers the story of how Campbell came to New York the celebrity movie star in American popular culture. r
34 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
S U P P LY L I N E
four cemeteries and five funeral homes. 28-30, 2018. The symposium will be in San camps, therapeutic activities, grief in urban
Nationally, the company has 13 locations. Antonio, Texas. The NAGC Symposium is areas, fundraising, trauma in children, current
n SERVICE CORPORATION INTER- the longest-running and most comprehensive research, community partnering, teen grief,
NATIONAL, Houston, Texas, has received childhood bereavement symposium offered online outreach, program growth and man-
Great Place to Work certification. The in the United States, drawing professionals agement, traiing and retaining voluneers and
certification was done by the independent and volunteers. The opening session will specific population needs. The local host for
analysts at Great Place to Work, which feature Patti Wood speaking about “To the the event will be the Children’s Bereavement
surveyed a random selection of employees. Heart: Body Language Insights for Working Center of South Texas. Sponsorship oppor-
More than 90 percent of respondees said their with Grieving Children.” Workshops will tunities are available at the organization’s
work is not just a job but has special meaning. address a number of topics, including grief website, https://childrengriev.org. r
Eighty-six percent said that they are proud to
tell people where they work and that they feel
they make a difference.
n The NATIONAL ALLIANCE FOR
GRIEVING CHILDREN, Midland, Texas,
will host its 22nd annual symposium June
S U P P LY L I N E
➤from page 38
n INMAN SHIPPING WORLDWIDE,
Cleveland, Ohio, has been chosen as
the preferred travel plan provider by
GOLDEN CONSIDERATIONS, Dal-
lastown, Pennsylvania.
1.800.321.0566
www.inmanshippingworldwide.com;
1.800.405.4232;
www.goldenconsiderations.com
n ETERNITYGARDENS.COM, Chi-
cago, Illinois, has expanded its search
options to include pets. Families may
now use the EternityGardens.com platform
to search for cemeteries and scattering
services that will lay to rest the remains
of family pets. While several states are
examining the question of whether pet
remains may be interred directly with
human remains or at a cemetery that also TAP INTO the dynamic
inters human remains, most cemeteries and
online supplier network
Optimized. of the ICCFA with the
scattering services on the EternityGardens. ICCFA Supply Link.
com platform do offer an option to lay to Powered by MultiView,
rest the remains of pets. the ICCFA Supply Link
312.259.4125; is the premier search tool
darrell@eternitygardens.com; for your industry. All the
products and services
www.EternityGardens.com you need, all within the
n LEXI TRANSLATIONS & SERVIC- supplier network of the
ES, New York, New York, offers profes- associaton you trust.
sional translation services for shipping
Start your search at
a deceased person or cremated remains our homepage
to the Ukraine. They provide a complete www.iccfa.com.
documents package and help with comply-
ing with legal requirements.
anastasia@lexitranslation.com
www.lexitranslations.com r
36 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
S U P P LY L I N E
D
EXECUTIVE CENTER MEMPHIS, TN
ear prospective students,
I am honored to serve as your ICCFA University chancellor. I was raised
in the funeral service industry, with my family owning a cemetery and
funeral homes in the Philippines, and me personally working for memorial design
companies for numerous years. I thought I had a pretty good grasp of what was go-
ing on in the profession until I was encouraged to attend ICCFA University back in
1992. After I attended, my career really began.
ICCFA University boasts eight colleges in tune with our profession today:
• 21st Century Services
• Cremation Services
• Funeral Home Management
• International Studies
• Land Management & Grounds Operations
• Leadership, Management & Administration
• J. Asher Neel College of Sales & Marketing
• *NEW* Hospitality & Event Planning
The success that ICCFA University enjoys is the result of the dedication and hard work
of our eight remarkable deans and the numerous professors who have amassed a wealth of
real-world experience in their fields. They continually fine-tune their curricula throughout
the year to present you with the most relevant and current information to take back and ap-
ply as soon as you get home.
ICCFA University I encourage you to enroll in the 2018 session of “the U” to begin, or continue, your jour-
Chancellor Jeff Kidwiler, ney of professional development today.
CCE, CSE
Sincerely yours,
Here is a sneak peak of some college sessions happening at the U. Find complete program
details, hotel reservation and registration information at www.iccfa.com/university
COLLEGE OF HOSPITALITY
EVENT PLANNING
Dean John Bolton, CCE, CCrE, CSE
NEW to the ICCFAU! This college is designed to give students a foundation in funeral home/cemetery hospitality
and catering management. Classes will cover topics ranging from basic event planning and the essentials of the
hospitality and catering markets to interpreting financial budgets, leadership and catering team management.
Taking Your Hospitality Program to Another Level: Mark McCrocklin
If you want a true understanding of the event and hospitality business, this class is for you. McCrocklin will take you on the journey
the Buchanan Group embarked on 16 years ago. From inception to implementation, brand to rebrand, this class will shorten your jour-
ney in obtaining the necessary tools to make your event business a success. q
40 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
The Highest Quality Hand
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888-239-0351 Keepsakes
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’s
®
MANAGEMENT funeral homes and cemeteries can face, and is also an excellent
way for managers to communicate their expectations, procedures
and policies to their staff. Surveys consistently show that manag-
Dean Todd Van Beck, CFuE ers who themselves know how to train can keep staff longer, have
fewer human resource headaches and generally have a more pro-
Too many managers consider “creativity” someone
ductive and pleasant work environment. This session will explore
else’s department. In funeral service, creative the principles of adult learning, the fundamentals of communicat-
management is the key to differentiation. You’ll learn ing expectations, how to establish orientation programs for new
Dr. W. Edwards Deming’s creative service management hires and the importance and benefits of a properly designed
system and its specific applications to our profession. job-training program. q
STUDIES Chinese funeral rites and burial customs are determined by the
age of the deceased, the manner of his/her death, his/her status
and position in society and his/her marital status. Chinese funer-
Dean Jim Hammond als will be discussed with an emphasis on how American funeral
and cemetery customs have been absorbed into burial traditions
Globalization is making the world a much smaller place
dating back thousands of years.
to live in. Are you sure that you know how to serve Mormon Beliefs on Death & Burial:
families of all nationalities and religious backgrounds Heather Barney, CCFE, CPC
in your community? Learn about the funeral customs of When it comes to death and burial, members of The Church of
all major religions and population groups from around Jesus Christ of Latter-day Saints, commonly called Mormons,
the world. believe that it’s simply a temporary separation of body and spirit.
By understanding their general beliefs on family, death and
burial, you’ll be better prepared to serve the LDS families in your
community and give them a funeral service that respects their
funeral customs and burial methods. q
Creating a Committal Service that Everybody Talks About: John Gouch Jr.
Successful cemeteries create great community events that bring visitors into the cemetery and have them leaving in awe. John Gouch’s
cemetery has that experience designed into every committal service performed. He will share his step-by-step process so you can
exceed customer expectations and create a buzz in your community for every funeral you service. q
42 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
CALL US AT 888.618.3486, OR VISIT MATTHEWSENVIRONMENTAL.COM/FREE-MPYRE FOR ALL THE DETAILS.
W O U L D Y O U PA S S U P
5 YEARS OF FREE SUPPORT?
H E Y, I T ’ S Y O U R F U N E R A L .
COLLEGE OF LEADERSHIP,
ADMINISTRATION MANAGEMENT
Dean Gary Freytag, CCFE
The cemetery, cremation and funeral service profession is changing, and so are the skills
needed to manage and lead effectively. You’ll receive solid, relevant, results-focused training targeted at today’s
required core competencies.
Principals of Effective Leadership: Steven Tidwell techniques, tools and templates for conducting effective employee
If you have the desire and willpower, you can become an effec- reviews and appraisals. In addition, you’ll walk away with ideas
tive leader. Good leaders develop through a never-ending process for incentives and company programs that help employee morale,
of self-study, education, training and experience. Learn how retention and enthusiasm while increasing workforce engagement
to develop the leader within you by exploring various facets of and productivity.
leadership, including attitude, motivation, vision, self discipline,
Business Law: Funeral Home and Cemetery Legal Outlook:
character and handling change. This course will enable you to
Poul Lemasters, Esq.
benchmark your leadership effectiveness and help you develop
When was the last time you reviewed your cemetery bylaws? Do
your leadership ability.
they provide a foundation for consistent management? Do your
Employee Reviews, Evaluations, Incentives and Effective rules and regulations support the management and appeal of
Morale-Boosting Programs & Events: your cemetery?
Christine Toson Hentges, CCE Is your funeral home federally compliant and shielded against
Ever wonder how you can involve all your employees in helping liability by good quality management practices? Are you using
your business grow? It can be done effectively and objectively by sound human resource practices to protect both management and
motivating staff through performance reviews that make an im- staff? Learn the legal basics to help prepare you in all facets of
pact and through programs that boost morale. This course teaches cemetery and funeral home management so you can effectively
you how to create an employee review process that management communicate, manage and interact with your staff and today’s
and employees will cherish rather than dread. It offers effective consumers. q
44 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
THE FUNERAL PROFESSION IS EVER CHANGING. Stop Waiting
WEEKS
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change that will help your funeral home run smarter not harder?
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Let us show you why so many of your
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45,000+ assignments processed annually CHOOSE
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46 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
A S S O C I AT I O N Q & A
New Members
Providing exceptional education, networking MEMBERSHIP APPLICATIONS
and legislative guidance and support to Admission to ICCFA membership normally requires a majority vote of
progressive cemetery, funeral and cremation those present and voting at any meeting of the executive committee.
professionals worldwide The names of all applicants must be published in this magazine. IC-
FOR INFORMATION ABOUT THE ICCFA AND MEMBERSHIP CFA members objecting to an application must do so in writing to the
• Go to www.iccfa.com/membership to download a benefits ICCFA executive director within 45 days of publication. In the event of
brochure and an application form. an objection, the executive committee will conduct an inquiry. If an ap-
plicant is rejected, they will be granted an appeal upon written request.
• Call 1.800.645.7700 to have membership information faxed or
The decision of the Board of Directors shall be final.
mailed to you.
48 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
Calendar
➤E-mail calendar listings and additions or corrections ➤For continually updated meeting listings and direct links to websites for associations,
to bclough@iccfa.com and sloving@iccfa.com. go to www.iccfa.com, click on Events and then go to View Full Calendar of Events.
May 8: Batesville webinar, “Bridging the Certification Program, Wheeling, Illinois. Resort, Hot Springs.
Digital Divide— Using Technology to Drive www.cremationassociation.org www.virginiacemeteryassociation.com
Consumer Value.” www.Batesville.com June 2-5: Louisiana Funeral Directors June 8-10: Montana Funeral Directors
May 8: CANA Cremation Operations Assn. & Mississippi Funeral Directors Assn. Annual Convention, Great Falls.
Certification Program, Vancouver, British Assn. Joint Convention, Golden Nugget, www.montanafda.org
Columbia. www.cremationassociation.org Biloxi, Mississippi. June 8-10: Granite Fest, Barre Vermont.
May 8-10: Nebraska Funeral Directors www.mississippifuneraldirectors.com www.barregranite.org
Assn. Annual Convention, Lincoln. June 3-6: Georgia Funeral Directors Assn. June 10-12-5: North Carolina Cemetery
www.nefda.org Summer Convention, King and Prince Assn. & South Carolina Cemetery Assn.
May 9: ICCFA Cremation Operator Beach Resort, St. Simons Island. 23rd Annual Joint Convention, Kingston
Training, Mid-America College of Funeral www.gfda.org Plantation-Embassy Suites Hotel, North
Service, Jeffersonville, Indiana. June 3-6: Jewish Cemetery Assn. of Myrtle Beach, South Carolina. www.
www.iccfa.com North America 10th Annual Conf., Boston, northcarolinacemeteryassociation.com
May 10-12: BEFA Forum, Düsseldorf Massachusetts. www.jcana.org June 9-12: Virginia Funeral Directors
Exhibition Grounds, Düsseldorf, Germany. June 3-5: Louisiana Funeral Directors Assn. Annual Convention, Charlottesville.
www.befa-forum.com Assn. & Mississippi Funeral Directors www.vfda.net
May 11-13: Independent Funeral Directors Assn. Joint Convention, Golden Nugget, June 12-13: Maine Funeral Directors
of Texas Assn. Annual Convention, Dallas. Biloxi, Mississippi. www.lfdaweb.org; Assn. Summer Convention, Colony Hotel,
www.ifdatexas.org www.mississippifuneraldirectors.org Kennebunkport.
May 14-17: Indiana Funeral Directors June 3-5: Tennessee Funeral Directors www.Mainfuneraldirectors.org
Assn. Annual Convention, Florence. Assn. Annual Convention, Embassy Suites June 13: Wisconsin Funeral Directors
www.indiana-fda.org Hotel & Conf. Center, Murfreesboro. Assn. Annual Convention, Blue Harbor
www.tnfda.org Resort, Sheboygan. www.wfda.info
May 14-16: South Carolina Morticians
Assn. 93rd Annual Convention, Charleston. June 3-6: Pennsylvania Funeral Directors June 13: Wisconsin Cemetery &
www.scmorticians.com Assn. Annual Convention, Kalahari Cremation Assn.Cemetery Mgmt. Course,
Resorts, Mount Pocono. www.pfda.org Comfort Suites, Green Bay, Wisconsin.
May 15-17: Iowa Funeral Directors Assn.
Annual Convention, Altoona. www.iafda.org June 4-5: Missouri Funeral Directors & www.wiscemeteries.org
Embalmers Assn. Annual Convention, St. June 17-20: Alabama Funeral Directors
May 21-22: Minnesota Funeral Directors
Louis Union Station. www.mofuneral.org Assn. 132nd Annual Convention, Point
Assn. Annual Convention, Doubletree
Minneapolis South. www.mnfuneral.org June 5-7: Arizona Funeral, Cemetery & Clear. www.alabamafda.org
Cremation Assn. Annual Convention, Wes June 17-20: Florida Morticians Assn. 94th
May 21-22: North Carolina Funeral
tin La Paloma, Tucson. www.azfcca.org Annual Convention, Hilton St. Petersburg
Directors Assn. Annual Convention,
Carolina Hotel, Pinehurst. www.ncfda.org June 5-7: Funeral Directors Assn. of Carillon. www.floridamorticians.org
Kentucky Annual Convention, Crowne June 18-20: Dr. Alan Wolfelt’s training
May 22: Ohio Funeral Directors Assn.
Plaza Hotel & Kentucky Fair & Expo Ctr., session for funeral directos, “Opening
138th Annual Convention, HIlton Columbus
Louisville. www.fdaofky.com Your Community’s Eyes to WHY We Need
at Easton. www.ofdaonline.org
June 7-10: Virginia Cemetery Assn. Funerals,” Ford Collins, Colorado.
May 25: CANA Cremation Operations
Annual Convention, The Homestead www.fsac.ca r
Questions? Need some guidance? Email ICCFA Magazine Managing Editor Susan Loving at sloving@iccfa.com.
50 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
Who Supplies
the Suppliers?
For funeral and cemetery suppliers, business
has never been more isolating. Often ideas
are done in a vacuum. What you know is only
what you know, which limits how far you can
go. IMSA membership can change that. We’ve
brought together some of the top industry
experts to offer our members free one-on-
one advice on marketing, business planning,
legal issues and more. We also bring to
our members insightful business-boosting
webinars, meaningful industry resources and
networking with other IMSA members. All this
for just $175 a year. We’re the only association
serving all funeral and cemetery suppliers.
Because what’s good for the suppliers is
good for the providers and that’s good for the
families. IMSA. Supplying opportunity.
www.IMSA-Online.com
IMSA members now get free consultation with Dan Katz & Rolf Gutknecht of LA ads, Jake Johnson
of Johnson Consulting, Ryan Thogmartin of Disrupt Media and Poul Lemasters of Lemasters Consulting.