ICCFA Magazine June 2018

June 2018
MAGAZINE
CEMETERY CREMATION FUNERAL
Mausoleum trends
• Creating multi-faceted
buildings, multi-level
offerings
• Including more niches,
using warmer materials
• Retrofitting niches,
designing with flexibility
in mind
Also in this issue:
• Celebrants:
Gramma’s two funerals
• Caskets at the ICCFA
Convention & Expo
• Pricing caskets properly
• Exempt, non-exempt and
contracted employees
• Alan Wolfelt on how to

transform the power and
purpose of cemeteries
• KIP Awards for Best
Practice/Personal touch
ICCFA 2019 Convention & Expo

Deadline for applications to speak
at ICCFA 2019 Convention: July 10
Register by June 18 to secure a spot in your preferred college at ICCFAU, July 20-25
J U N E 2 0 1 8 Ta b l e o f c o n t e n t s
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
10 CELEBRANTS
Gramma’s two funerals: What was and what could have been
If you had to help your own family plan a funeral service tomorrow
for a beloved family member, are you confident you’d be able to make
arrangements you could look back on years later without feelings of
Top, Carrier Mausoleums regret? It’s never too late to get better at what we do.
Construction, p. 18. Center, by Jeff Brose, CC
McCleskey Mausoleums, p. 14.
14 MAUSOLEUMS
Bottom, Mekus Tanager, p. 22.
Mausoleum design today—and tomorrow
14 Creating multi-faceted buildings, multi-level offerings
8 Washington report 18 Including more niches, using warmer materials
Tax reform law making it difficult 22 Retrofitting niches, designing with flexibility in mind
to deduct trust advisory expenses
by Robert M. Fells, Esq. 24 CASKETS
40 Update ICCFA Convention & Expo Caskets on display
48 Forest Park Funeral Home’s
tribute to Barbara Bush 26 CASKETS
Casket pricing: Do you have the guts to do the math?
50 Mary Immaculate, Patroness
of America, Community How do you go about pricing your caskets? Have you ever examined
Mausoleum at Most Holy the way you do it? It’s time that you sit down and do the math.
Redeemer Cemetery by Jeff Harbeson
54 Supply Line
28 SERVICE TO FAMILIES
64 New Members How to transform the power and purpose of cemeteries: A lesson
65 Calendar from down under As today’s society emphasizes convenience in all
66 Classifieds aspects of life, funeral and cemetery service providers must reexamine
66 Ad Index how they are serving the unchanged need of families for healing
experiences in the aftermath of death.
by Alan Wolfelt, Ph.D.
36 HUMAN REL ATIONS

Cemetery Impossible: Exempt, non-exempt and contracted
workers Do you know what an employee is? Are your salespeople
employees? What about your grounds workers? If you’re not sure,
you could be setting yourself up for trouble in the human resources
department.
by Dan Isard, MSFS
38 KIP: BEST PRACTICE/PERSONAL TOUCH
Striffler-Hamby adds ceremonial, personal touch to return of
remains Striffler-Hamby makes the return of cremated remains to the
family another chance to experience ceremony and show respect to the
4 ICCFA Magazine “Like” the ICCFA on Facebook & friend “ICCFA Staff ”
ICCFA news TABLE OF CONTENTS
family and their loved one.

59 2019 Annual Convention
Call for presentations: Striffler-Hambly Mortuary, Columbus, Georgia
Deadline July 10, 2018 39 Fingerprints create personal keepsakes
59 Cremation training sessions PINs allow family members and friends to order fingerprint jewelry
Dallas, Texas, July 18 far into the future.
59 Membership benefit Legacy Touch, Lee’s Summit, Missouri
Office Depot/OfficeMax
64 ICCFA Q&A
60 Las Vegas convention “What advice would more experienced members gve to new
recordings available to purchase death-care professionals who wish to start their own nonprofit or
60 Mark these upcoming ICCFA business in the field??”
events on your calendar Michael Uselton, CCFE
61 ICCFA University
Choose from eight colleges
ICCFA calendar
go to www.iccfa.com for program, registration & scholarship information
2018 ICCFA University

July 20-25, Fogelman Conference Center,
University of Memphis, Memphis, Tennessee
To support the Chancellor: Jeff Kidwiler, CCE, CSE
ICCFA
president’s
goal of 2018 Cremation Certification Training
raising ICCFA Cremation Program Coordinator Poul Lemasters, Esq.
money to July 18, Cremation Operator Training,
fight lung Dallas Institute of Funeral Service, Dallas, Texas
cancer, today’s #1 killer of women, August 28 & 29, Cremation Operator & Arranger Training,
go to http:/www.iccfa.com/lungforce Ohio Funeral Directors Association
November 14, Cremation Operator Training,
Ohio Funeral Directors Association
Catch the WIRELESS newsletter in your December 11 & 12, Live stream: Cremation Arranger & Operator Training,
inbox for industry news, stories about colleagues The Wilbert Group, Broadview, Illinois
making headlines and updates on ICCFA
2018 PLPA College
educational events & conferences
Embassy Suites by Hilton Cincinnati RiverCenter,
Follow the ICCFA’s LinkedIn Covington, Kentucky
page to read breaking news about Co-chairs Jodi Clock, CPLP, and Roberta Knauf, CPLP
colleagues, the profession and the
association 2018 Fall Management Conference
http://bit.ly/2du252P September 26-28, Manalapan, Florida
Co-chairs Andrés Aguilar and Lauren Blevins, CCFE
Follow the ICCFA on Twitter
to receive instant updates on the
association’s educational events 2019 ICCFA Wide World of Sales
& conferences January 23-25, Bally’s Las Vegas, Las Vegas, Nevada
http://twitter.com/iccfa Co-chairs Tim Fish and Delana Pratt
Like and follow the ICCFA

to read up-to-date news on the 2019 ICCFA Convention & Expo
industry, ICCFA members making April 2-6, Charlotte Convention Center,
headlines and ICCFA events & Charlotte, North Carolina
promotions Co-chairs Mathew Forastiere and John Gouch Jr.
http://www.facebook.com/ICCFACafe/
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Washington Report
by ICCFA General Counsel
Robert M. Fells, Esq. Tax reform law making it difficult
to deduct trust advisory expenses
I
robertfells@iccfa.com
1.800.645.7700,
ext. 1212 CCFA Tax Counsel Les Schneider has Prior to 2018, the ordinary expenses
direct line: 703.391.8401 advised the Government and Legal of administering a trust were treated as a
Affairs Committee of a concern. As straightforward deduction in arriving at
➤Fells is ICCFA general
part of the Tax Cut and Jobs Act of 2017 AGI—that is, they were not subject to
counsel, responsible for
maintaining and improv (TCJA), Congress substantially increased the two percent floor on miscellaneous
ing relationships with the standard deduction for individuals itemized deductions that applied to the
federal and state govern but, as a trade-off, also eliminated the deduction of investment advisory fees. In
ment agencies, the news “miscellaneous expense deduction” as an passing the TCJA, there is no indication
media and consumer organizations. allowable itemized deduction. Previously, that Congress intended to make any change
➤ Fells has worked on behalf of the ceme this deduction was limited to miscellaneous in the deductibility of trust administration
tery and funeral service profession on legal expenses in excess of two percent of a expenses to the extent such expenses are
and legislative issues since 1975 and joined taxpayer’s adjusted gross income (AGI). deductible in computing a trusts’ AGI.
the ICCFA staff in 1983. He is retired from However, starting in 2018, the itemized This creates the question of whether a
his position as the association’s executive deduction for miscellaneous expenses trust can avoid the impact of TCJA’s repeal
director, which he held for six years. has been completely eliminated. The of the itemized deduction for miscellaneous
➤ He has published elimination of the itemized deduction for expenses by having the trustee of a trust
a number of books. miscellaneous expenses applies not only to increase his trust administration fee
His latest, “The Curse individuals, but also to trusts. In particular, and directly bear the cost of obtaining
of the Tomb,” brings a fee paid by a taxpayer for investment investment advice with respect to the trust
back Maj. Alexander advice is considered a “miscellaneous being administered.
Armstrong, who featured expense” and therefore, in the case of a trust In that fashion, a trust could contend
in two previous books.
incurring this expense, it would no longer that the entire fee being paid for trust
The discoveries of
be deductible by the trust. administration is an above-the-line
the royal tomb of King
Tutankhamen creates a The question then arises whether deduction in arriving at the payer trust’s
huge black market in forgeries of antquites the disallowance of the miscellaneous AGI, and any investment advisory fees
where the stakes include murder, and the itemized deduction for investment advisory incurred on behalf of a trust would instead
British government seeks assistance from fees would also affect ordinary trust be treated as trade or business expenses of
the Americans. administration expenses. A reasonable the trustee of the trust.
position would claim that it does not. However, the problem with this
Therefore, could the loss of the deduction approach is that in 2008, the Supreme Court
of investment advisory fees be avoided by held that the investment advisory expenses
increasing the fee for trust administration of a trust were subject to the two percent
paid to the trustee and then arrange for the floor on itemized deductions. The IRS then
trustee to bear the cost of any investment decided to issue regulations following this
advisory fees or commissions? holding, and regulations were adopted
ICCFA officers postage paid at Sterling, VA, and other offices.

June 2018 Copyright 2017 by the International Cemetery,
Christine Toson Hentges, CCE,
VOLUME 78/NUMBER 5 Cremation and Funeral Association. Subscription
president
Jay D. Dodds, CFSP, president-elect rates: In the United States, $39.95; in Canada,
Andrés Aguilar, vice president $45.95; overseas: $75.95. One subscription is
Paul Goldstein, vice president included in annual membership dues. POST-
Katherine Devins, communications manager; 1.800.645.7700, ext. 1214
Lee Longino, vice president MASTER: Send address changes to ICCFA
kd@iccfa.com; 1.800.645.7700, ext. 1224
Mitch Rose, vice president Magazine, 107 Carpenter Drive, Suite 100,
Daniel Osorio, subscription coordinator
Gary M. Freytag, CCFE, treasurer Jason Brown, communications assistant Sterling, VA 20164-4468. Individual written
(habla español)
Robbie L. Pape, secretary jason@iccfa.com; 1.800.645.7700, ext. 1218 contributions, commentary and advertisements
danielo@iccfa.com; 1.800.645.7700, ext. 1215
Nadira Baddeliyanage, executive director appearing in ICCFA Magazine do not necessarily
Nadira Baddeliyanage, executive director
Robert M. Fells, Esq., general counsel reflect either the opinion or the endorsement
& publisher ICCFA Magazine (ISSN 1936-2099) is published
of the International Cemetery, Cremation and
nadira@iccfa.com ; 1.800.645.7700, ext. 1225 by the International Cemetery, Cremation and
Magazine staff Funeral Association®, 107 Carpenter Drive, Suite
Funeral Association®.
Susan Loving, managing editor Robert M. Fells, Esq., general counsel
100, Sterling, VA 20164-4468; 703.391.8400;
sloving@iccfa.com robertfells@iccfa.com
FAX 703.391.8416; www.iccfa.com. Published
Rick Platter, supplier relations manager Brenda Clough, office administrator 10 times per year, with combined issues in
rplatter@iccfa.com; 1.800.645.7700, ext. 1213 & association liaison; bclough@iccfa.com; March-April and August-September. Periodicals
WA S H I N G T O N R E P O R T
by the IRS in 2014 requiring a trustee to

separate or unbundle his services performed
on behalf of a trust between ordinary trust
administration services and investment
advisory services. As a result, it may not be
practical to bundle trust administration fees
and investment consulting fees together to
claim the full deduction for both.
There are a few possible approaches that
a trust might use to avoid the adverse effects
of the non-deductibility of investment
advisory expenses, though some of these
approaches may not be suitable for the
types of trusts employed in the cemetery
and funeral industry. First, since a trust
obtains a current deduction for any current
distributions of net income earned by the
trust, a trust could avoid having positive
taxable income, without regard to the non-
deductibility of investment advisory fees, if
all of the trust’s net income were distributed
currently. However, that approach may not
be suitable in the case of certain of the types
of trusts maintained by cemeteries and
funeral providers.
Another approach to preserve the
investment advice deduction would be
through limiting a trust’s investments to
those types of investments that traditionally
have an embedded investment charge not
explicitly broken out. In that way a trust
might avoid the impact of the elimination of
the deduction for investment advisory fees.
An example of such investments would
be where a stock brokerage firm purchased
a CD or a Treasury bill at a certain yield
to maturity that reflected an imbedded
commission to the stock brokerage firm
(i.e., the difference between the bid and ask
price for the CD). Typically, the IRS would
not require a trust to gross up the trust’s
return on the investment by the amount
of brokerage firm’s implicit charge for the
investment and then treat the differential
as a trust investment expense subject to the
two percent floor on itemized deductions.
Other strategies should be explored, but
ultimately the provisions of the TCJA’s
limitation on the miscellaneous expense
deduction may have to be amended by
Congress. This would require an extensive
lobbying effort by industries that use trusts
and have depended on the deduction to
limitation their tax liability. On the positive
side, as the dust settles on the tax reform
legislation, a number of problems are being
discovered that urgently call for a legislative
remedy. r
Visit the new and improved www.iccfa.com June 2018 9

by Jeff Brose, CC
jeffbrose@srt.com CELEBRANTS
ICCFA Magazine
spotlight If you had to help your own family plan
➤Brose has been a a funeral service tomorrow for a beloved family member,
licensed funeral director in
North Dakota since 1989. are you confident you’d be able to make arrangements you
He has owned Brose could look back on years later without feelings of regret?
Funeral Home in Mohall,
North Dakota, since 2004. It’s never too late to get better at what we do.
He became a Certified Celebrant in 2007.
Gramma’s two funerals

How to become a celebrant
What was and what could have been
M
• Attend ICCFA University’s
College of 21st Century
Services, led by Dean y Gramma Brose lived in Broken her sons when he was little; he liked to run
Glenda Stansbury. ICCFAU Arrow, Oklahoma, where she off in crowds.
2018 will be held July 20-25 died at her daughter’s home. She • My grandmother always sent us cards
at the University of Mem
had lung problems and had moved there for birthdays, Christmas, Halloween, etc.,
phis Fogelman Executive Center, Memphis,
Tennessee. www.iccfa.com from Minneapolis, Minnesota, to get out and there were always a few dollars in the
of the cold, harsh northern winters. As her card. But they weren’t just any dollar bills,
• Contact Stansbury (glenda@insightbooks.com)
or go to www.insightbooks.com, the In-Sight health deteriorated and it got to the point they were always crisp, brand-new dollars;
Books website, for information about celebrant her son-in-law had to change her diaper, she it was her trademark.
training sessions scheduled in North America. decided that was enough. She went to bed • We remembered the many times she
and slipped off her oxygen mask and died. would accompany us grandkids to the
Editor’s note The family in Oklahoma had a family swimming pool and watch us for hours on
The ICCFA believes in celebrant training for visitation led by her pastor, and then she end. After returning to her apartment, we
funeral directors and cemeterians who wish was shipped back to Minneapolis for burial. were treated to a bottle of RC Cola.
to better help families and to be successful in
the 21st century. In addition to articles by Stans
The family came to me, the funeral director, • My grandparents had a Naugahyde
bury, ICCFA Magazine runs stories by celebrants the one who “knows what to do,” and said, chair with an accompanying foot stool that
about specific services they put together for fami “We’re not going to have a pastor; what spun. All of us grandkids recollected how
lies. Contact ICCFA Magazine Managing Edi- should we do?” we got into trouble for spinning ourselves
tor Susan Loving, sloving@iccfa.com if you If there was ever an opportunity for a on the footstool.
are a celebrant with a story about a service
that the family involved is willing to let you share
funeral director/trained celebrant, this was • My aunt spoke of how my grandmother
in order to inspire others or if you have any tips it. Due to funeral home scheduling, we had always looked like a million bucks; she was
for conducting good celebrant services. a two-hour period in which to do what we always dressed “to the nines.”
wanted before departing to the cemetery. • At Christmas time, my grandmother
We met at the funeral home at our baked dozens and dozens of Christmas
starting time, and after a brief period of cookies.
visiting and getting reacquainted, we • I remembered how she tried to get me
gathered in the chapel. Luckily, this funeral to eat grapefruit. It didn’t matter how much
home had individual chairs instead of long, sugar she put on it, I still hated it.
wooden pews. • Before she went to bed each night, she
The funeral home staff helped me align enjoyed one can of beer while watching
the chairs in a giant “U” shape, with my Johnny Carson’s opening monologue—that
grandmother at the top of the “U.” This was her routine.
configuration takes the pressure off and We shared many more fun memories; we
allows for better interaction during the laughed and cried.
family sharing time than if the rows are My grandmother was a church-goer.
rigidly facing the front. My aunt and grandmother went to church
I read a poem that fit her, and I opened each Sunday, but split their time between
up the time of sharing by saying, “Let’s talk my grandmother’s Lutheran Church and
about Gramma’s life, those years so full of my aunt’s Catholic Church. For a reflection
memories.” on the part that faith played in her life, I
So many neat stories were told: shared two bible verses: John 14:1-6 (In my
• My grandmother had a leash for one of Father’s house are many rooms …) and II
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CELEBRANTS
For the past 20+ years, my dad has been telling me he wants a direct cremation followed by a
gathering at the country club. There is no way I’ll get my dad to come around to my old way of thinking;
I was the one who had to change. The last time my dad brought up his wishes, I asked him, “Who’s
going to lead your service at the country club?” He replied, “You know, that’s a good question.”
Timothy 4:7-8 (I have fought the good fight; Dodge Magazine. I hadn’t been to celebrant Rolodex of rent-a-minsters? If all you have
I have finished the race …). training and become a Certified Celebrant. to offer is the awful experience I described
I spoke of how Gramma was an inspira The first few paragraphs are true: in telling you about my grandmother’s real
tion in how she lived her life, how she My grandmother died in Oklahoma and funeral, don’t wonder why so many people
always saw the bright side of things and was shipped back to Minneapolis, we today opt for simplicity, cremation and no
never complained. I encouraged all of us had a visitation time and then went to the service.
to continue to remember Gramma and cemetery. My family did come to me and My grandmother looked beautiful in
continue to share the memories we shared ask, “We’re not going to have a pastor; her casket; the embalmer did a wonderful
earlier, for that is how she will continue to what should we do?” After all, I was the job—that wasn’t the problem. Even if
remain alive in our memories forever. “professional.” my grandmother had been cremated and
I closed with a poem and then it was But my mode of being a “professional there had been an urn instead of a casket
time to go to the cemetery. The funeral funeral director” meant meeting with the present, it would still have been an awful
home staff came forward and gave us family, filling in the blanks and then, like experience.
instructions on safety during the procession playing football, throwing the ball to a When you say, “Everyone needs a
to the cemetery. member of the clergy and standing in the funeral,” what’s your definition of a
At the cemetery, we grandsons carried back during the service. funeral? My mom died in 1976 from
her over to the graveside to be buried next I really didn’t know what to do. I said, brain cancer. Her death was what got me
to her husband, our grandfather. I read I “Well, after the visitation, we’ll gather at interested in this business. She was only 36
Corinthians 15:51-56. Each of us had a rose the cemetery and share a few stories and when she died.
to place on top of the casket. I had everyone then go to lunch.” I know now that was bad My mother was embalmed, casketed,
gather around her casket and lay their roses advice, bad advice. had a visitation at the funeral home and a
on top. We gathered for our two-hour visitation funeral at the Lutheran Church and was
I then asked everyone to place their and we just talked amongst ourselves and buried in a vault at the cemetery. In other
hands atop her casket. “Each of us is got reacquainted. It was like there was a words, it was every funeral director’s
unique, so unique that no two of us have white elephant (my grandmother) in the dream. Is this your definition of an ideal
the same fingerprints. I think it’s fair to say room. We all took our turns viewing her, funeral?
that Gramma touched all of our lives. That but we never talked about her. Then it was Fast-forward 42 years. My dad is still
touch, those memories, will stay with us time to go to the cemetery. alive and well. For the past 20+ years, he’s
in in our hearts and minds as long as we When we got to the cemetery, my been telling me he wants a direct cremation
shall live. Now, as you lift your hands from bright idea of sharing memories went over followed by a gathering at the country club.
the casket, and if you look just right in the horribly. It wasn’t the time or the place. I’ve argued with him for years, telling him
sunlight, you will see that a little part of We all stood there in choked-up silence. he “has to have a funeral.” In other words,
you, your fingerprints, will always be with We never even said “The Lord’s Prayer.” It something like my mom’s funeral.
her.” was absolutely awful. Then we went to my I used to drink the Kool-Aid that
We closed with “The Lord’s Prayer.” grandmother’s favorite restaurant. preached that if we’d just hone our
Following the graveside service, our family At the time, I thought I’d done an OK embalming skills, we’d get people like
gathered at a restaurant that was one of job. I’m sure the funeral home staff thought my dad to change his mind. My dad is
Gramma’s favorites. My dad called ahead they’d done a wonderful job—the chapel not going to change his mind. And for the
and had them reserve a section for our and cars were clean; their shoes were record, poor-looking bodies has not once
family. shined and their ties were on straight. been his rationale for his wish for direct
What a wonderful send-off. It was very I failed, but I didn’t know any better cremation. To those of you who think that’s
fitting tribute to my grandmother’s life. at the time. I can’t go back and re-do my the reason, you’re kidding yourselves.
grandmother’s send-off. The mode of funeral service I was raised
How it really was What do we funeral directors have to on is to meet with the family, fill in the
Sounds great, doesn’t it? Some of the offer if a family doesn’t want a minister? blanks, and then (like playing football) pass
above story is true. If I had to do it all over What do we have to offer if a family it to the clergy and let them take over. I’ll
again, what you just read is exactly how I’d isn’t religious? stand in the back and drink coffee/smoke/
do it. But it didn’t happen that way. What do you do when a family requests check my phone.
You see, my grandmother died in early something, and the minister simply won’t A few funerals many years ago that
October of 1996. I hadn’t quite stumbled do it? started to change my thinking: The
across Doug Manning’s columns in The Do you have more to offer than a Lutheran pastor dutifully read the liturgy in
CELEBRANTS
the green hymnal word-for-word. For the With Amazon/online buying, what’s the church funeral. So, what do we have to
sermon, she said, “Grace to you and peace future of the retail store (think Sears/Kmart offer him? The last time my dad brought
from God our Father, and from our living and Toys R Us for starters)? Fur coats up his wishes, I asked him, “Who’s going
Lord and Savior, Jesus Christ. I didn’t are no longer a part of the Miss America to lead your service at the country club?”
know Alice, but I know Alice’s God …” Pageant. Remember the waterbed rage of He replied, “You know, that’s a good
Poor Alice was never mentioned again. I the 1980s? Try and find one now. question.”
went over to my then-employer and asked, We aren’t listening to any less music, What do you have to offer that family
“Who’s in the box?” but we’re certainly not doing it on 8-track who isn’t religious? I know of a lady
The second funeral that comes to mind: tapes. Take a moment and read about who does not believe in God. She openly
The minister was a friend of the fellow Kodak, then ask yourself if you’re taking states it on her personalized license plates,
who died; the minister’s wife had died nine any fewer pictures (http://www.ipwatchdog. “SKEPTIC.” When the time comes,
months prior. The minister went on and on com/2014/11/01/the-rise-and-fall-of-the- what do we have to offer her as a way to
about his wife’s death. I went over to my company-that-invented-digital-cameras/ honor her life—trinkets and personalized
then-employer and asked, “Are we at the id=51953/). corners?
wrong funeral?” With the above examples in mind, think If all we have to offer for the service
I started thinking there must be more to about the fact that we are not experiencing is retired Pastor Frank down the street,
it than fill in the blanks, embalm, casket, fewer deaths, we are experiencing fewer these families will come to you for direct
throw it to the clergy and stand in the back. “traditional” death-care selections. cremation and leave. They’re not interested
The late Ron Hast wrote in Mortuary I know you are knowledgeable about in what you have to sell.
Management, “Simplicity, cremation and how to serve traditional families; we Our world of “traditional funeral
the declining role of organized religion.” all are. The fastest growing religion in service” has changed. When one door is
I’m seeing it with my own family; I’m America is “none,” which has been well- closed, we so often look long and lovingly
seeing it in the families I serve. documented in this professional journal as on the closed door that we don’t see the
I recently emailed the statistician at our well as all the others. These are the people new door opening for us.
state’s Division of Vital Records (North who are not interested in traditional. These Fellow funeral directors, there is
Dakota). The cremation rate in our state is are the people who have a different vision opportunity there. There is an opportunity
43 percent. It’s been rising 3 percent every that doesn’t fit our comfort zone. to take the “funeral” back and remain
year. My dad still brings up his wishes. I no relevant. There’s an avenue to serving
We are not exempt from change. My longer argue with him and his wish for families with services meeting the needs of
children won’t subscribe to a newspaper direct cremation. There is no way I’ll get the family and creating services tailored to
(they’re not getting any less news). More my dad to come around to my old way of the life of the deceased.
and more people are dropping their hard- thinking; I was the one who had to change Step out of the back, put your coffee,
wired home phones. (Was it due to a my way of thinking, to come around and cigarettes and phone away. Attend cele
failure of their telephone companies to see reality. brant training. There’s opportunity. I have
educate them on the value of a hard-wired I’ve come to the realization that people never regretted attending celebrant training
phone line?) Pay phones aren’t coming not only know what they want, they also back in 2007. Even as the cremation rate
back to airports. Who grieves for the know what they don’t want. here in Middle America continues its
typewriter? My dad doesn’t want a clergy/high inexorable rise, the future is bright. r
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MAUSOLEUMS
What are the trends on mausoleum design today? The use of different materials,
more attention to sustainability, consideration of multi-use spaces and, as in every aspect
of funeral and cemetery service today, an eye to serving cremation families.
Mausoleum design today—and tomorrow

I
interviews by ICCFA Magazine CCFA Magazine talked to representa drawings, are presented on the following
Managing Editor Susan Loving tives from three mausoleum design pages. The companies represented
firms that exhibited at the ICCFA are Carrier Mausoleum Construction,
sloving@iccfa.com
2018 Convention & Expo about the trends Montreal, Quebec, and Portland, Oregon;
they’re seeing in mausoleum design. Their McCleskey Mausoleums, Buford, Georgia;
comments, and accompanying photos and and Mekus Tanager, Lyons, Illinois.
Creating multi-faceted buildings, multi-level offerings

Bob DeBeltrand, president & CEO,
McCleskey Mausoleums
1.800.622.5759
bobdebeltrand@McCleskey.com
What trends have you been seeing in
mausoleum design or redesign, whether
it’s more toward garden mausoleums
or chapel mausoleums, putting in more
niches, retrofitting more niches, different
kinds of materials or colors, making
chapels more multi-use spaces?
Every one of those things you mentioned.
We’re going into older buildings and
adding niches. Back when we originally
designed and built some of the older
buildings, many of them had blank walls,
and those are becoming very high-revenue A recent design by McCleskey of a garden mausoleum puts cremation options
front and center—and inside. The entry between the mosaic niches opens into a
walls now for buildings that are basically,
small interior space with glass-front, backlit niches. The sides have granite-front
in many cases, sold out. So it’s a way for niches and then mausoleum crypts.
the cemetery to reinventory and chase the
new trend, too. When you walk inside the front entry, little committal area where families can
We have a new acrylic product we there’s an area filled with glass-front, have a service. It’s a multi-faceted building
can spray on a wall where we normally backlit niches. So you have crypts, granite that offers a product range, but it’s not a
would put stucco or sheetrock and make niches, mosaic niches and glass-front major capital expense and the utility costs
it look like a plain finished granite, backlit niches, all in the same garden aren’t crazy on it.
which gives an upgraded look, a little bit building with a small internal area. Have you done projects using different
higher premium, and it looks better than We came up with this design in materials or colors than were common in
a standard stucco wall next to granite and response to the owner trying to deal with the past?
marble. the different markets. Just as people have
We’re doing a building in Atlanta right We did Ray Frew’s project at Rancho
specific gardens, “a cemetery inside a
now that has multiple products. As you Palos Verdes, California, and won an
cemetery,” we’re taking that concept and
approach the building, there are mosaic award for it. It was all bookmatched and it
applying it to crypts and niches. So you
niches on both sides of the front door. On was very exotic material. It’s been received
have multi-level offerings, and interior
the sides are granite niches and, farther extremely well. We worked closely with
spaces—not just outside granite crypts and
down, the rest of the spaces are crypts. the bronze supplier, with the frames and
niches. It also gives the cemetery a nice
MAUSOLEUMS
Above, Ascension Mausoleum at Our

Lady of Mercy Catholic Cemetery, part
of the Archdiocese of Miami, includes
12,594 crypts and 5,806 niches.
Right, the mausoleum at Rancho Palos
Verdes, where the use of exotic materi-
als created a striking interior setting off
the crypt fronts and glass-front niches.
inserts and glass-front niches.

What other trends are you seeing?
There are still large buildings going up.
We completed the largest single-unit to re-inventory and extend the property. to it and yields a substantially larger
mausoleum in the world, I believe, for the Because, you know, there are very few amount of revenue out of the same square
Archdiocese of Miami. It has more than new cemeteries—the cost to establish footage.
12,000 casket spaces and almost 6,000 one is nearly prohibitive. But cremation Some people are going into solar on
niches for cremated remains. is bringing life into some of the older top, especially if you’re way out in the
In general, what we’re finding is we’ll properties, because you can re-inventory middle of the cemetery and you put a
do a complex of more or less moderately- more easily and you can stage it in—it garden building there, or a complex,
priced garden buildings and then an doesn’t have to be built all at one time. and you want to have a lift out there. As
expanse of double-depth lawn crypts, a lot We’ll go into a building and do segments long as you’re just using receptacles for
of grass/green area between them. Then that will have niches in it and then walls charging batteries for lifts, solar is the way
we’ll go into maybe a mid-range product where we can go in and do infill at a later to go. Solar keeps getting more efficient,
and then into the higher-range product, date. and the cost keeps dropping. Gary Forston
which are the larger multi-story or chapel In an mausoleum, you can do very has a lift that you can plug in and charge
mausoleums. inexpensive crypts that don’t have any the battery—it’s much better than spending
We’re working with a lot of different range of product, or you can do something tens of thousands of dollars getting a
companies on end-of-property-life, on how that’s much nicer and has some creativity power line out there, tearing up roads. r
MAUSOLEUMS
Carrier developed
cremation suites in re-
sponse to the increased
demand cremation
memorialization. Warm
colors, a rug and com-
fortable upholstered
chairs encourage visita-
tion.
Including more niches, using warmer materials

Martin Trudeau, sales director,
Canada and USA,
Carier Mausoleums Construction
1.800.663.7954
trudeau.m@cmc-carrier.com
mausoleum design or redesign?
Mausoleum designs are changing in that
we are building fewer crypts and more
niches in mausoleums. The demand for
niches is growing in the market as the
cremation rate continues to go up, so that
is shifting what we were used to building.
Do you find a difference in what people
are asking for in Canada versus the
US? For example, I’ve seen cafes in
mausoleums in Canada and Australia,
but not in the US.
It hasn’t started happening in the U.S. yet.
I think it goes with the trend in the funeral
industry with cremation and the way we
do funeral services, the personalization
of funeral services. These things started
earlier in Canada, probably 10 years ago, Glass-front niches are popular additions to mausoleums, new and old.
and now are coming to the U.S.
weather, there are more interior spaces. to welcome all kinds of people to
The type of design also depends
Are the chapel designs changing at all, to committal services. We are seeing that,
on which states you are talking about.
make them more flexible? and we also see reception rooms being
The Southern states have more garden
installed in mausoleums so they are full-
mausoleums, but in Canada, because of the Yes. The chapel designs are less religious,
service buildings. These reception rooms
Four Generations of Caring
for Generations to Come. Resurrection Cemetery,
Clinton Township, MI
Architectural Design
Cemetery Master Planning
Cremation Gardens
Cemetery Consulting
Gardens at Olive Branch,
Greenwood, IN
www.tributeinc.com 262.367.9991 mail@tributeinc.com

MAUSOLEUMS
Top left, a building with a geothermal system.

Bottom left, a mausoleum with flexible, up
holstered seating, a splash of color above
the marble crypts and a wooden ceiling
with large skylights that bathe the interior in
natural light.
Below, the outside of the cremation suites

pictured on page 18.
are in addition to the chapel, so the family can

stay inside the building for all services.
What other trends are you seeing?
People build new projects in phases more.
Also, a new building we’re constructing
more and more is something we call a colum
barium suite. It’s similar to a mausoleum but
contains only interior glass-front niches and
exterior niches. It helps the cemetery plan for a
stand-alone building but without having all the
utilities brought to it, since this building can be
green, such as solar-powered. The cemetery can
have smaller buildings like this with both crypts
and niches.
The energy use involved in the heating of
buildings is a more important consideration
overall in Canada than the United States, but
we do geothermal heat more nowadays with
the new buildings. The use of solar panels
and geothermal systems is something we see
happening more and more.
People are choosing more modern sculptures
instead of only the bronze religious statues we
were used to seeing in mausoleums. They are
using bronze accessories, but non-religious ones,
such as vases and personalization of niches.
People like pictures, the name of the person
inscribed. Glass-front niches are very popular.
We see more people using warm materials
like wooden ceilings and different types of
flooring—more carpeting or tiles. Rather than
white marble or granite, we’re seeing more warm
colors being used to create an ambiance that
makes people want to stay and relax and reflect
on their loved one.
Skylights also are very popular—people want
a lot of natural light inside their buildings. r
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
love to breed and feed in these sacred spaces.) But it
can go from unsightly to completely unimaginable for
your business. Just see what happened at one location
in an actual newscast at www.ZontecSolution.com.
Zontec is your best defense against crypt flies: safe,
effective, odor-free and operates year-round, used by
over 700 cemeteries around the world. Visit our site
and see how we can make your mausoleum great again.
(Watch at www.ZontecSolution.com)
www.ZontecSolution.com

MAUSOLEUMS
The design for St. John’s Lutheran Church Cemetery turned a church into a multi-use building (floor plan below) with a patio
space that can handle overflow crowds in nice weather, a kitchen, restrooms and flexible seating.
Retrofitting niches, designing with flexibility in mind

Patrick Mekus, business development
and special projects manager,
MekusTanager
312.661.0778
pmekus@mekustanager.com
mausoleum design or redesign?
We’re seeing a lot more cremation-specific
design. We’re seeing cemeteries that
already have a lot of full-body inventory,
both in mausoleums and in traditional
burial, and are now looking to develop
some of the projects built by other firms Canadian mausoleums. Have you seen
cremation gardens that are similar to
back in the ’50s that didn’t incorporate that in the US?
mausoleums-buildings and complexes,
much cremation. That’s been a real I haven’t seen that in the US, but I will say
well-designed spaces that have cremation
pleasant challenge: Matching the materials that, whether it’s cemetery work or funeral
inventory only.
of existing spaces, making it look like home work, clients want flexibility in their
People are asking for more niche spaces
cremation was always there and belonged space now. When they’re investing all this
to be included in new mausoleum designs.
there. money to put together a project, they want
As an example, we did a lot of work for
In terms of the future, I think we’re it to be able to accomplish multiple things.
30 years with the Archdiocese of Chicago,
going to see a lot more cremation-specific
and cremation wasn’t as big of a concern With regards to the cemetery industry, you
sections. Honestly, it allows us to be more
when we started. In some cases, we were are seeing a lot more spaces become multi-
flexible with our designs, because when
told to take niches out of designs back use. The photos show an example of this.
you’re dealing with a smaller unit, you can
then. Now we’re finding that they want us St. John’s Lutheran Church Cemetery
get more creative.
to go back into those same projects and is in a church building in a town of 80 in
add niches. I’ve seen cafes, like many funeral homes South Dakota, and there was a concern
We’re also being asked to add niches to are starting to add, in Australian and that it one day might not be there. Now
MAUSOLEUMS
Above left, the flexible seating allows for different types of events in addition to services. Storage space is included for the
chairs. Top right, a view of the cemetery’s park-like grounds. Above right, the kitchen area. Below, one of the restrooms.
they not only have a church, but also what happens is a cemetery was used to
a place where the community can be doing graveside services and found that
buried and memorialized. You can use the during the wet season they were tearing up
building for memorial services, for worship their grass. Not only that, but the cemetery
services. It has a wall that opens up to the has to place everything there every time,
patio, so if there’s an overflow crowd on a whereas if you have a centralized location
nice day, you can expand your event to the dedicated for those services, they’re not
outside. There’s a kitchenette in the back. tearing up the grass, everybody knows
There’s room to store all the maintenance where it is-you have wayfinding to that
equipment. There are restrooms open to specific spot. Also, when the memorial
people visiting the cemetery. service is done, it allows the cemetery to
Building flexibility into the project take care of the burial in private, just in
allows them to do a lot of different events things to add revenue streams or bring case any mishaps happen.
and functions that traditionally maybe people into the cemetery for events not You can use these shelters for more than
they wouldn’t have been able to do. Instead related to death so they can see these are committal services, as well. You can use
of installing hard pews, they use foldable beautiful places that can be enjoyed as them for smaller weddings. You can host
chairs, making the room usable for more parks. And then when people are at a time functions there. That was one of the goals
functions. of need, or decide to make those decisions for this South Dakota project: They wanted
At one cemetery, they removed the pews pre-need, they’re already familiar with to have a central location not just for
and they have yoga and cocktail parties the property and the staff, and it’s a much memorial services but also to potentially
and all kinds of things. easier sell. We’re seeing a lot more push hold other things like weddings and get-
toward cemeteries being more park-like. togethers, or even simply to provide some
That’s become more popular—cemeteries
Committal shelters are definitely relief from the elements for people visiting
hosting cocktail parties and doing other
gaining in popularity, as well. Sometimes the cemetery. r

I C C FA 2 0 1 8 C O N V E N T I O N & E X P O
CASKETS
M
erchandise rooms are
increasingly disappearing in
funeral homes, replaced by
digital shopping systems. But there’s
still a way for funeral professionals to
see and touch the caskets being offered
by suppliers: attending the ICCFA
Convention & Expo. On these pages,
check out a few of the caskets that
were on display at this year’s expo.
(Additional expo photos will appear in
the July convention coverage issue.)
Batesville’s Riley casket. Sitting on top is a
cremation urn, a close-up of which can be
seen at top right.
Batesville’s Pearl casket with a moss pink crepe interior.
Mark your calendar now for the 2019

ICCFA Convention & Expo,
Wayland’s lilac casket interior. Charlotte, North Carolina, April 2-6
I C C FA 2 0 1 8 C O N V E N T I O N & E X P O
CASKETS
Sich’s Madison high gloss cedar

(above) and Huntington forest green
steel (below) caskets.
Astral’s Delane Almond premium steel casket.
Sauder’s Delaney
casket, closed and
open.
Supernova/APLazer had a casket on dis-

play to show the engraving possibilities.

by Jeff Harbeson
602.274.6464 CASKETS
jeff@theforesight
companies.com
How do you go about pricing your caskets?
ICCFA Magazine
spotlight Have you ever examined the way you do it?
➤Harbeson is the direc It’s time that you sit down and do the math.
tor of marketing for The
Casket pricing: Do you have

Foresight Companies
LLC, a Phoenix-based
business and management consulting
the guts to do the math?

firm specializing in mergers and acquisi
A
tions, valuations, accounting, financing
and customer surveys.
➤He is a funeral home owner, business lmost every article published Yes, we are in a relationship business,
man and former Batesville representative today has an underlying call but technology lessens the need to be
who has marketed his companies under for “change” within the funeral present for every event. If we can make the
the social media label of The Funeral profession. In my opinion, the notion of transition from buying at trade shows to
Commander. change may not suffice—scorch the earth buying from online catalogs, why don’t we
and start all over again is likely a better change our behavior for other parts of the
More from this author
solution. The funeral operating model is funeral service process?
➤Harbeson teams with Ryan Thogmartin broken, and it is ludicrous for practitioners Let us circle back to the formula Retail
to co-host a weekly video podcast called
to attempt to hold on to the glory days of Price – Wholesale cost of Goods = Profit.
Funeral Nation.
the past. If you look at the facts, change isA majority of funeral home owners still
➤Educational information, including so much easier. price their caskets and vaults using a
copies of this article, can be found at What hasn’t changed are the simple “mark-up” method that basically assigns a
www.theforesightcompanies.com mathematical equations underpinning our randomly selected percentage to multiply
➤For more information on Harbeson or businesses: for the price.
For example, a casket or vault with
The Foresight Companies, follow them on Revenue – Overhead = Profit
Facebook, Twitter or LinkedIn. a $1,000 wholesale sticker may be
GPL + P&L = EBITDA multiplied by 1.5 to compute a retail
Retail Price – Wholesale Cost of Goods price of $1,500. My question regarding
= Profit this method is: Why? The multiplier is
immaterial. Why this formula?
I want to focus on the last equation Furthermore, this equation does not
for caskets and vaults (aka outer burial encourage consumers to purchase better
containers) sold within our industry. products because—now hold on folks—the
Over a span of a few years, our funeral higher the wholesale cost, the higher the
business has evolved from a local service increase of the retail price.
to one that has international reach. Don’t I understand that for some, such a
think so? Think about how a family formula is held at the same level of secrecy
overseas can virtually attend a funeral. And and esteem as grandma’s red velvet cake
families now instantaneously communicate recipe. Therefore, it is believed that
via email or other technological methods. making any adjustments could spawn a
Practically every item sold to the local family curse. Well, I’m here to tell you
funeral consumer has offshore fingerprints that the shrinking bottom line profits at
all over it—and I’m not just talking about funeral homes are forcing more pragmatic
caskets or urns. approaches to pricing.
Have you looked at the percentage of Rather than stealing (sorry, “obtaining”)
foreign parts in the “American made” your competitor’s casket and outer burial
vehicles you drive? By the way, where was container price list so you can mark your
the smart phone that you took the death products $100 less, or throwing a dart to
call on manufactured? I’m not advocating select a random percentage multiplier, ask
for or against the purchase of foreign a simple question: On average, how much
products, I’m simply pointing out that a do I need to make (net profit) from every
change has already happened. sale of a casket or vault?
If this change has already occurred, If you are considering the answer to this
why hasn’t the way we price and present question, you’re probably finding yourself
our products to consumers changed? prompted to ask another one: How do I
CASKETS
find out how much profit I need to make on engineer the expected outcome or profit. funeral operating model is broken, and the
average for each casket and vault sale? The trick is to know exactly what products only fix is to take a step back and evaluate
At this point, you are thinking on a you have sold with success in each the behavioral and emotional aspects of
special level, one different from those who category, such as premium woods, soft running a funeral home. This notion is not
change prices only once a year or “just woods, premium metal, 20-, 18-, 16-gauge, for the weak at heart, but rather for those
add the percentage the casket company non-gasketed caskets and basic, standard with the intestinal fortitude and desire for
went up in their prices this year … to or premium protection for vaults. continuous improvement.
everything.” Let’s say that your firm wants to In my funeral business consulting
For just a moment, I’ll touch on this average $1,000 per casket or vault sale in practice, one of my duties is to provide
additional formula introduced at the profit. This is going to be so simple that different avenues of approach for our
beginning of this article: even an intern can figure it out, but here is clients’ financial health and profitability.
Revenue – Overhead = Profit goes. Add $1,000 to the midrange products The toughest part, even with logic and
(or the ones you sell the most), $1,250 to math, is to help funeral home and cemetery
Creating the operating overhead for a the premium products, and $850 to the owners have the courage to take a different
funeral home is the first step of developing lower range. I can pretty much guarantee route and to trust the process. The reward
any pricing formula. This means adding that the average net profit from each sale comes quickly, as funeral home owners
all the costs (personnel, loans, supplies, will be right at $1,000, not including begin to benefit and realize the decision to
vehicles, taxes, etc.) and then, and only discount and rebate. implement our processes is a solid one.
then, calculating the service prices for This formula will actually increase I’m passionate about our profession
your GPL. If you have an estimated profit the total net profit for any merchandise and bullish on our future. Do you have
amount from historical services, then sale, and the great part is that families are enough guts to make a change? I’d enjoy
determining the profit from caskets and encouraged to purchase better products, talking with you about your ideas and
vaults or any other goods becomes much your firm makes more money and, believe listening to your perspectives about margin
simpler. it or not, suppliers are happy because they management or any subject, for that
Consider the simple formula of margin are selling you better stuff. matter. r
management where you can pretty much I want to reiterate that the traditional
’s
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by Alan Wolfelt, Ph.D.
S E R V I C E T O FA M I L I E S
As today’s society emphasizes convenience in all aspects

of life, funeral and cemetery service providers must
reexamine how they are serving the unchanged need
of families for healing experiences in the aftermath of death.
How to transform the power

and purpose of cemeteries:
A lesson from down under
I
’m a proponent of extensive, personal community.
ized funeral experiences because I know I asked Jane some questions so we can
they help grievers begin to heal. Authentic all learn how a cemetery organization took
death rituals are essential starters to healthy the lead in finding new ways to exceed
mourning. But as families increasingly contemporary families’ expectations, meet
drwolfelt@centerforloss.com bypass timely funerals, death rituals and families’ essential mourning needs and thrive.
burial or interment, they believe they are How did SMCT begin to work on changing
ICCFA Magazine spotlight choosing to suffer less when in fact they will their operating model?
➤ Dr. Wolfelt is a respected author, go on to suffer much more.
We realized that we live in a society in which
educator and consultant to funeral service. Purpose-based innovation in funeral
there is immense pressure to surrender to
He advocates for the value of meaningful and death care is the answer. We are at a
convenience in all aspects of our lives. The
funeral experiences in his death education crossroads. Families need our leadership and
ritual of funerals is eroding into a few hours
workshops across North America each education, and they need it now—before the
where ashes are scattered with no ceremony,
year. funeral goes the way of the dodo bird.
a brief wake may or may not be held and
➤ He conducts an annual training for In 2015, I was honored to serve as the
people move on without acknowledging the
funeral directors on creating meaningful keynote speaker at the Australian Funeral
trauma of loss and the impact this major life
funeral ceremonies. Directors Association convention in Sydney.
event will cause.
It was there that I had the pleasure of meeting
More from this author It was through the power of observation
Jane Grover. Jane is CEO of Southern
and listening to our community that we
➤ Dr. Wolfelt’s annual training program on Metropolitan Cemeteries Trust, or SMCT—a
realized that we needed to change our model
creating meaningful funeral ceremonies community-based nonprofit responsible for
to a customer-centric organization where
will be February 4-7, 2019, in Scottsdale, eight cemeteries and memorial parks located
rites and rituals are observed and serve the
Arizona. For more information or to receive in the state of Victoria, Australia, in and
a descriptive brochure, call the Center for Victorian community.
around Melbourne.
Loss at 970.226.6050, email Dr. Wolfelt We needed to do some deep self-
Following my presentation, Jane and her
directly or go to the website for information reflection about what we do and why we
director of customer experiences, Angela
about this program or others being held at do it. Employee focus groups across the
Uilderks, decided to attend my annual
different locations. organization were facilitated, and traditional
training on the “why” of meaningful funerals
www.centerforloss.com views were challenged. There was also
in Scottsdale, Arizona. I knew in interacting
a significant amount of listening to our
with Jane that she had the vision and skill set
More about this topic multicultural community and learning what
to re-imagine and reinvigorate the funeral
➤ICCFA University, July 20-26, was important to them.
experience for the families SMCT serves.
2018, will include a College of We also asked tough questions about
Following my training, Jane was kind
Hospitality and Event Management, what would occur if we didn’t change.
enough to invite me to return to Australia to
headed by Dean John Bolton, CCE, CSE, Obviously, if you lose one or two percent of
CCrE. More information is available about provide some staff training on the experience
your customers every year, there is a negative
ICCFAU 2018 at www.iccfa.com. economy and community education on grief.
impact on your revenue.
While working with this group, I was
We also mapped our networks to under
able to witness firsthand how Jane and her
stand our touch points so that we could create
team have been able to apply the experience
shared value and understand the pinch points.
economy lessons I teach and put them into
(Believe me, there were a few.)
action. SMCT has literally transformed itself
into a newly vital and relevant part of their ➤to page 30
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ƒVDOHV#KROODQGVXSSO\LQFFRPRUYLVLWZZZKROODQGVXSSO\LQFFRP
In fact, food and beverage has become our fastest-growing revenue stream, generating
$5 million per annum and fitting perfectly with the whys of funerals and the importance
of sequencing in the funeral ritual. This was a revenue stream we did not have two years ago.
—Jane Grover, CEO of Southern Metropolitan Cemeteries Trust, Victoria, Australia
Bunurong Memorial Park’s café is part of the cemetery’s dedication to offering families 21st century services.
After gathering stakeholder have two years ago.

opinions and ideas, what changes Our chapels, which we now
did you start to make? call “reflection spaces” to embrace
Since 2011, we have undergone an all faiths and spiritual orientations,
exceptional period of evolution and have dedicated viewing rooms
transformation. We are dedicated for families to have space and
to listening and responding to the time to spend with the bodies of
changing needs of the community their loved ones as they wish. Our
and continuing to refine offerings grounds have also changed—no
to enhance the customer longer straight lines of graves and
experience. roses or wall niches for cremated
First, we introduced high- remains.
quality food and beverage In early 2016, we opened
offerings, understanding that Bunurong Memorial Park. It is
this supports and brings families a model for all memorial parks
together in an atmosphere of care our fastest-growing revenue stream, in the 21st century that want to
and love. We built function rooms and cafés generating $5 million per annum and fitting remain relevant and sustainable. From the
with diverse, multicultural menu offerings. perfectly with the whys of funerals and the moment a family experiences a death, they
In fact, food and beverage has become importance of sequencing in the funeral can take comfort walking through the doors
ritual. This was a revenue stream we did not of BMP that we will cater to their needs and
IN THE DEATHCARE INDUSTRY
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In February 2017 we launched The Centre for Care & Wellbeing at Springvale Botanical Cemetery. This
is a purposed center that provides a peaceful, reflective and inclusive sanctuary for those who are on
their journey through grief. CCW support services have a holistic approach for physical, emotional and
spiritual wellbeing. Programs offered include gentle physical activities such as yoga, walking groups,
meditation, music, art and informative talks.—Jane Grover, CEO of Southern Metropolitan Cemeteries
head chef and our
food and beverage
team. A jazz band
provided fabulous
entertainment, and
a night tour of the
cemetery was led
by our historian and
manager of cultural
heritage.
How does SMCT
work with area
funeral homes and
funeral directors?
Often, families
will phone our
contact center to
ask for guidance to
navigate through
the processes of
planning a funeral.
Our staff explains
that the first step
is for the family to
choose a funeral
Bunurong Memorial Park’s also has an onsite florist, as well as function rooms. director. We work
offer them the care and compassion required launched The Centre for Care & Wellbeing together with the family’s appointed funeral
at this difficult time. at Springvale Botanical Cemetery. This is director to ensure that we meet the needs
In addition to reflection spaces, BMP a purposed center that provides a peaceful, and expectations so that the experience can
includes a dedicated cremation viewing room reflective and inclusive sanctuary for those be a positive one.
as well as a children’s playground, a café, who are on their journey through grief. At BMC, funeral directors meet with
function rooms and an onsite florist. Our CCW support services have a holistic families in comfortable, private consulting
florist stocks excellent seasonal blooms but approach for physical, emotional and spiri suites to discuss funeral arrangements. When
will also fulfill special requests. What’s more, tual wellbeing. Programs offered include a funeral director books a consulting room, an
we offer a service where we place floral gentle physical activities such as yoga, SMCT concierge team member is appointed
arrangements on graves for families who are walking groups, meditation, music, art and to serve the family alongside the funeral
not able to visit regularly. informative talks. director.
In addition to the reflection spaces, BMP All CCW programs are also available to The benefit for the family to meet onsite
also offers solace rooms (for meditation), our staff—many of whom have participated at BMP is that they become comfortable
funeral director meeting rooms, fridges, in meditation sessions and yoga classes, with the logistics of the site, parking, the
walking paths and, of course, the traditional which has led to significant health benefits. location of reflection spaces for services,
burial and cremation products. We also open up our facilities to select the viewing rooms (for those who wish to
Operating in the experience economy, community events, including weddings and spend time with the bodies of their loved
people value time, convenience, the ability other gatherings. ones), the style and size of the function
to customize their ceremony and create a In 2017, our Melbourne General Ceme rooms, the menu and floral arrangements,
bespoke experience. We make it easy for tery hosted the annual Melbourne Food the music or any other special requests,
families to keep tradition while being a 21st & Wine Festival. It was a sensational such as an on-screen presentation during
century, responsive organization. event, and the food and wine offering were the service. It provides the family the
In this vein, in February 2017 we spectacular—all designed and created by our opportunity to explore all we have avail
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Bunurong Memorial Park, opened in 2016 in Victoria, Australia, features a children’s playground.
able. Our SMCT representative assists with from $42 million in 2014 to $63 million in longer with us. Kodak, Blockbuster and
all aspects of the funeral. 2017. Borders, for example, remained internally
Once the funeral director has taken the In addition, our workspaces, facilities focused, feared change and ceased to
loved one into their care, the family may take and parklands have attracted several local remain relevant.
comfort in having that loved one transported and global awards. I am equally proud On the other hand, what have Disney,
to BMP prior to the service. The family may of the talent and capability within SMCT Uber, Google and Apple done differently to
then hold a viewing, public or private, in the during my tenure and the significant cultural be relevant in today’s experience economy?
days or evenings prior to the funeral service. change we have led and the depth of care and They have all applied an external reflection
Their loved one may then stay in the care compassion within the organization. philosophy.
of our staff in our storage facilities located What advice would you offer to funeral They are forward-thinking, they track
within the customer care facility up to and homes, funeral directors and cemetery trends and technologies, they competently
including the day of the service, all carefully professionals in North America? and confidently make decisions, they hire
cared for by our staff in conjunction with innovative leaders and they have a clear focus
The value of rites and rituals for death and
their funeral director. on the consumer and empowering them.
dying are being challenged today. You need
When the time comes for the funeral In closing, what I would share for all
to genuinely engage with your community
service, SMCT staff will transport the in the funeral/cemetery sector are the
to ensure you understand their needs and
loved one from our storage facilities to the following principles:
then find new and innovative ways to meet
reflection space and have them in place for Purpose: Be clear about you why you
these needs that bring about perceived value
the family and friends to honor at the service. are needed as an organization and make
and mutual benefit. You need to have moral
What results and outcomes have you seen decisions based on those whys.
courage.
since transforming your organization? Resilience: Be prepared to sail against
This quote from Oliver Wendell Holmes
the wind if need be.
Repositioning SMCT into the 21st century encapsulates the “why”:
Integrity: Align your values to ensure
has been disruptive and disorientating. “Greatness is not in where we stand, but in
you take the right people on the journey
However, the community has overwhelm what direction we are moving.
with you.
ingly responded to our innovation and We must sail sometimes with the wind,
Moral courage: Be courageous and
constant display of moral courage. and sometimes against it—but sail we must
make the hard decisions when required.
What has been the impact? Increased and not drift, nor lie at anchor.”
Empathy: Be mindful to consider
visitation, strong revenue growth via a “house
situations from other perspectives.
of brands” approach and increased service What you must do This “PRIME” advice will take you far.
offerings. SMCT’s annual revenue has grown Consider why some iconic brands are no
SMCT is a testament to that. r
ONLY YOUR ACCOUNTANT CAN TELL THE DIFFERENCE.
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For your nearest Sich distributor, call 888-794-1744 or visit www.sichcasket.com

by Daniel M. Isard, MSFS
1.800.426.0165 H U M A N R E L AT I O N S
danisard@
theforesight
companies.com Do you know what an employee is? Are your salespeople employees?
ICCFA What about your grounds workers? If you’re not sure, you could be
Magazine
spotlight setting yourself up for trouble in the human resources department.
Cemetery Impossible
➤Isard is
president of
The Foresight
Companies LLC, a Phoenix-based
business and management con
sulting firm specializing in mergers Exempt, non-exempt and contracted workers
and acquisitions, valuations, ac Dear Dan, had one. Typically, a
counting, financing and customer
I manage a 100-year- company requires 35 to
surveys.
old 80-acre cemetery. I 40 hours per week to
➤He is the author of several employ about 30 people. be defined as full-time.
books, and frequently speaks at My father retired about There are other tests that
industry conventions.
10 years ago, and I admit I am doing things determine full-time employment by month or
More from this author much the way he did. I also admit that the partial year.
➤Educational information, includ world is evolving, and I suspect my human Full-time vs. part-time is an important
ing copies of this article, can be resource knowledge is weak. distinction, as full-time employment makes
found at www.theforesight Dad always treated our sales team as someone eligible for benefits such as
companies.com advance and outside salespeople, and they are retirement and health insurance. You provide
➤You can follow Isard on Twitter all on commission only. They get a 1099. benefits to four of your 30 employees.
at @f4sight, LinkedIn and “like” Our landscapers work for us full time, but The money you save on the other 26 is due
The Foresight Companies on he treated them as “contractors” and gave to the fact that you deem them contractors or
Facebook. them each a 1099. outside salespeople. This is your determination
Editor’s note Our office staff consists of three people, and may not necessarily agree with the
The Cemetery Impossible column is full-time employees we classify as exempt. determination of the Department of Labor
written by the staff of The Foresight There are not many times a year when they (DOL) or the Internal Revenue Service (IRS).
Companies. If you have a work overtime—around the holidays and Each employee needs a job description
question you want to be featured when we have special on-site promotional for the job you have hired them to do. If two
in this column, please send it to events. I am a salaried, full-time employee. or more people are doing the same job they
danisard@f4sight.com. Dan Isard Our retirement plan covers me and the office can be covered by the same job description.
or a member of his staff will call
staff. Having a job description for all employees
you to get more information and a
recommendation will be provided
With that said, what do you perceive we are protects your company.
via this column, helping not only doing right or wrong? There are two federal government organiza
you but also others who are facing HR Deficient in Dorchester tions you must appease. The IRS wants to
similar challenges. make certain it gets accurate information
Dear HRDD, and the proper tax collection on income and
Congratulations, you are doing almost every earnings. The DOL regulates the workplace
thing wrong! I rarely see a situation this conditions of employees as controlled by their
clearly screwed up. Let’s start with some employers. While the IRS is about money, the
basics. DOL is about work environment.
What is a “full-time employee”? This The IRS gets into this discussion from
sounds like a simple term to define, but the two angles. First, they want to make sure tax
trick is, this is really two terms, not one. payments are collected. Taxes include taxes on
Let me start with the definition of an income and benefits, such as FICA, FUTA and
employee. According to Merriam-Webster other wage benefits.
dictionary, an employee is “someone For your three office employees, you have
employed by another, usually for wages or the obligation of collecting these payments
salary, and in a position below the highest and remitting them on behalf of the covered
executive level.” By this definition, your office employees and making the matching payments
staff and sales staff are employees. of the wage and benefit tax.
The definition can vary by employer. Employees covered by 1099s have the
It should be published in your company’s obligation of paying their own taxes and
employee handbook, assuming your father benefits. By categorizing someone as a
H U M A N R E L AT I O N S
contractor or outside salesperson, you do full-time employees. If they are excluded, I think this is probably reaching. While the
not pay the “matching” tax or benefit cost. then it is possible your entire plan can laws change from time to time as far as
Classifying some employees as 1099s be invalidated, or you may owe a large how exempt and non-exempt employees
pushes the obligation of tax collection deposit to catch-up benefits not funded in are determined, the Fair Labor Standards
to them. The IRS understands a business the past. This is a very draconian penalty. Act describes who can be considered
may use contractors, but in some cases, Any deduction claimed by your com exempt. There are about 10 different ways
“contractors” are being defined to save you pany in the past (within the statute of a person can be deemed to be exempt, but
money and not meet the letter of the law. limitations period) can also be lost. That based on my experience with cemeteries,
There is a 21-point test to determine if may require refiling corporate and maybe your office staff is probably non-exempt.
someone is a contractor or an employee. even shareholders’ personal tax returns. This means if your office staff works
Without going through all 21 points, you The benefit issue is a big concern. A overtime (more than 40 hours in a consis
can get an idea by asking yourself these full-time employee is determined by the tently applied period) you owe them time
questions: number of hours they work within a week and a half for the period over 40 hours.
a. Do you control the hiring and firing or a calendar month. There are different With all this being said, what can you
of the individual or does the contractor? thresholds for different benefits. do to change now? I would recommend
b. Do you limit who the contractor can A general rule of thumb is an employee a few steps: Get an employee handbook
also work for? employed on average at least 30 hours in place that is specific to your business.
c. Does the contractor have a company, of service per week, or 130 hours of Don’t use a general handbook, as the
or is the contractor an individual? service per month, generally is going to be cemetery business is different from an
d. Do you supply the tools to the covered by benefits. accounting firm, for example.
contractor to do their work? The inclusion for health insurance is Present the handbook to employees and
e. Do you set the hours during which going to be set by your health insurance tell them that, based upon this document,
and methods by which the work is being carrier. I have seen this range from 32 you are making some changes to the status
performed? hours a week to 1,600 hours a year. of employees. You are going to redefine
Clearly, you are in control of your Your health insurance carrier may have exempt versus non-exempt status and
landscaping crew. Therefore, they would an additional requirement dealing with inside versus outside sales and contractor
undoubtedly be employees and not the percentage of employees included status of workers.
independent contractors. The IRS would in the plan, versus those opting out. If Prepare for the fact that this is going
hold you accountable for the collection of you assume four out of your total of 30 to give most workers a raise, as their
any taxes and benefit payments. The DOL people are included in the plan, you are compensation will increase due to
would also say that you govern workplace probably not meeting your health insurer’s overtime, tax savings and/or benefit
safety, including making sure that all requirement for a percentage-of-coverage inclusion.
OSHA regulations are followed. test. This is a fresh start. Treat it as such. r
You did not share this in your letter, You believe your office staff is exempt.
but your insurance company would
certainly be assessing you for workers
compensation. If you are paying workers
compensation, then the members of
your landscaping crew are undoubtedly
classified as employees.
As to your advance sales team, I think
you fail the test of outside sales. You
probably don’t want them selling for
your competitor, you provide them leads,
you give them confidential information,
you tell them what terms and conditions
they can agree to a sale and may have
additional restrictions on what they do.
The IRS would expect you to treat
these people as inside sales employees.
This means their compensation can be
commission-based, but not commission
only. As employees, they have to be paid
at least minimum wage and can receive
commissions on top of that.
IRS and DOL jointly look at these
employees for retirement benefit issues.
The retirement plan has to include all

K I P A WA R D S 2 0 1 7 : B E S T P R A C T I C E
Striffler-Hamby makes the return of cremated remains

to the family another chance to experience ceremony
and show respect to the family and their loved one.
➤First Place:
Striffler-Hamby
Mortuary,
Columbus, Georgia
WHAT THE JUDGES SAID

n Thoughtful visual image
with fabric, candle and florals
as part of the presentation.
n It’s simple—assume cost is
low or minimal, and that is a
good thing.
n Simple, dignified and
thoughtful.
n A good practice that I’m
sure is appreciated by family
members.
Striffler-Hamby’s set-up for the remains of an active duty soldier.

Alta Ploeger, event planner,
and Teddy Price, location
manager, Striffler-Hamby at
Parkhill Cemetery.
Striffler-Hamby adds ceremonial,
personal touch to return of remains
R
eceiving the cremated remains of a loved one to them. When the family is ready to
deceased loved one can be a very leave, they are given the silk rose as a keepsake.
emotional moment for a family. Striffler- We have had some family members ask if they
Hamby Mortuary has put into practice an extra could blow out the candle, saying that it gives
step to show our sincere respect for a family’s them a feeling of closure.
feelings during this delicate time. This simple, The picture included in this entry was the urn
yet meaningful step adds a very personal touch. of an active duty soldier. We added a red, white,
We set up the urn containing the deceased’s and blue arrangement with American flags as
remains in a private room. The urn is placed on part of the display. This particular setup is to
a table with a sheer white scarf, a long-stemmed show honor and respect for our active military
red rose, and a white candle. The family is personnel and our veterans.
accompanied to the room and asked if they While this may seem like a simple practice,
would like to have a few moments of private it has had a positive impact with the families we
time with their loved one. serve. Adding this personal step is just one of
After a few minutes, we return to the room the ways we care for our cremation families at a
and finish the required steps for releasing their sensitive and difficult time. r
K I P A WA R D S 2 0 1 7 : B E S T P R A C T I C E
PINs allow family members and friends to

order fingerprint jewelry far into the future.
➤Honorable Mention:
Legacy Touch,
Lee’s Summit, Missouri
Some of the
personal- WHAT THE JUDGES SAID
ized jewelry
n Incorporates digital in smart
available from
ways.
Legacy Touch.
n I like the fingerprint jewelry
keepsakes.
n Tasteful way of using
fingerprints to honor the life of
someone who has died. Many
options for this type of wear
able keepsake.
n Likely a comforting option
for loved ones.
Fingerprints create personal keepsakes

L
egacy Touch creates custom fingerprint to order additional keepsakes. This can be done Legacy
jewelry and keepsakes, bringing comfort at any time by placing an order online through Touch Presi-
to families. the company’s ecommerce platform, but orders dent & CEO
The funeral home captures a fingerprint from are tied back into the funeral home that served Flip Short.
the decedent using Legacy Touch’s mobile app the family so that the funeral home receives
and assigns the decedent a PIN. Many of the revenue from these future orders, as well.
keepsakes can be shipped within 24 hours, in The company provides an email program so
time for funeral services, creating a memorable that the funeral home can remind families of
personalized moment for families as they pay the continued availability of these fingerprint
tribute to their loved ones. keepsakes. They also have an egift card program
The PIN can be shared by the family with to let people know they can purchase these
other family members or friends who would like mementos as a gift for someone else. r
Questions or concerns about the

conditions in your mausoleum?
With over 35 years of experience, Ensure-A-Seal has the
products and on-site expertise to address any situation.
800 864 4174 Learn more at ensureaseal.com

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.
Above, CCMS President

Jack E. Lechner Jr., CFSP,
thanks David Ingram,
executive director of
the Ohio State Board of
Embalmers and Funeral
Directors, who gave the
commencement address.
Right, the Cincinnati
College of Mortuary Sci-
ence’s newest graduating
class, Lechner, faculty
and board members.
n CINCINNATI COLLEGE OF MOR- ing his commitment to ethical standards and dedicated these young ladies and men that
TUARY SCIENCE, Cincinnati, Ohio, held how that has benefited him as an individual I’m privileged to see every day at CCMS,”
commencement recently at the Sharonville and professional. The 31 graduates joined the said CCMS President and CEO Jack E. Lech-
Convention Center in Cincinnati. David long continuous line of CCMS graduates that ner Jr., CFSP. “Hailing from seven states, 11
Ingram, Esq., executive director of the Ohio extends uninterrupted for 136 years. of our 31 newest colleagues graduated with a
Board of Embalmers and Funeral Directors, “I continue to be amazed by these mature, GPA above 3.5. In fact, three earned a perfect
delivered the commencement address, sharx- professional, intelligent, compassionate, and 4.0. Simply amazing.”
n PITTSBURG INSTITUTE OF
MORTUARY SCIENCE, Pittsburgh,
Pennsylvania, recently held an official
ribbon-cutting ceremony to formally
inaugurate their new merchandise selec-
tion room. The new merchandise selection
room is courtesy of Matthews-Aurora Fu-
neral Solutions. Company representatives
President of Funeral Solutions Thomas
Pontone, Regional Manager Dave Frye and
Mike Lanigan, funeral service consultant,
traveled to PIMS for the official ceremony.
PIMS Students, faculty and staff were on
hand to observe the ceremony. In addi-
tion to remodeling the entire room and
providing a casket, casket end-panels, urns
and materials, Matthews-Aurora’s outlay
also included a 52-inch smart TV; digital
video recorder; iPad Air; and accompany-
ing digital devices. The technology allows
students to perform mock-arrangements,
record themselves and play live feed into
the adjoining classroom.
From left, Thomas Pontone and Mike Lanigan of Matthews-Aurora Funeral Solu- Also, PIMS Dean and COO Dr. Joe
tions, PIMS President Eugene Ogrodnik and Dave Frye of Matthews-Aurora Funeral
Marsaglia recently attended Point Park
Solutions at the ribbon-cutting for PIMS’ new merchandise selection room.
Matthew C. Smith
Owner & Licensed Funeral Director
Spicer-Mullikin
Funeral Homes & Crematory Harvey C. Smith, Jr
Former Owner
Spicer-Mullikin
Funeral Homes & Crematory
FINANCING GROWTH,
HONORING TRADITION
If you are planning to purchase or grow your funeral home business,
Live Oak Bank’s lending experts are ready to guide you through the process.
Contact Tim Bridgers at 910.685.7446 to learn more.
©2017 Live Oak Banking Company. All rights reserved. Member FDIC. liveoakbank.com/funeral
UPDATE
n PARK LAWN CORP., Toronto, Ontario, on-sites) and five crematories in Texas, Kan- CMS’s management will join Park
has made a number of recent acquisitions. sas, Missouri, New Mexico and Mississippi. lawn’s existing US management team. CMS
Park Lawn has entered into agreements to It was founded in 2011 by Green and Dodds, President is Bernard “Buzzy” Stoecklein.
acquire Signature Funeral and Cemetery who together bring more than 40 years of “CMS Mid-Atlantic’s assets in the metro-
Investments LLC and Citidel Management industry experience with them. Signature has politan New Jersey/New York area, one of
LLC. The purchase price is approximately successfully executed on a number of accre- North America’s most ethnically and cultur-
$136.4 million, subject to customary working tive acquisitions over the last seven years. ally diverse markets, share many favorable
capital adjustments. The sale adds 38 cem- Citadel currently owns and operates 29 characteristics with our platform in Toronto,”
eteries, 29 funeral homes and five crematories cemeteries and eight funeral homes (includ- Clark said.
to Parklawn’s portfolio. Parklawn will have ing one on-site) throughout North and South Parklawn’s recent acquisitions also
properties in six additional states, and expand Carolina. The portfolio is strategically located include Billingsley Funeral Home, Hunts-
its footprint in the Texas market. in cities with attractive growth opportunities. ville, Ontario, operated by Keven and Susan
“The acquisitions are in line with our com- Citadel was established in 2001 by William Billingsley; and Opatovsky Funeral Home, a
municated growth strategy and significantly W. Gaffney (CEO and majority owner), who two-location business operating in Sundridge
increase our footprint and presence in the has more than 40 years of industry experi- and Bruk’s Falls, Ontario, and operated by
U.S. market,” said Andrew Clark, chair- ence. Dave Opatovsky.
man and CEO of the Toronto, Ontario-based With these acquisitions, PLC and its sub- Parklawn also recently made a $1.96
Parklawn. “The addition of Signature’s ex- sidiaries will own and operate 176 properties, million investent, through Parkland Funeral
ecutive management team to PLC’s existing including cemeteries, crematories, funeral Holdings Inc., a partially-owned subsidiary,
leadership team will allow us to facilitate the homes, chapels, planning offices and a trans- in Christie’s Funeral and Crematorium, York-
consolidation of our expanding U.S. opera- fer service, with its footprint now covering 11 ton, Saskatchewan. The investment is in part-
tions.” Signature Groups’ President and COO U.S. states and five Canadian provinces. nership with Joe Coffey. Founded in 1882,
Jay Dodds and CEO Brad Green will take on Parklawn also has acquired CMS Mid- Christies’ Funeral Home and Crematorium is
senior leadership postions within Parklawn, Atlantic for $50 million. CMS Mid-Atlantic the oldest continually operating business in
with a particular focus on integrating U.S. currently operates, manages and provides Yorkton, and has been owned and operated
operations into a centralized platform. It is financial services for six cemeteries in New by Vern Novak and Cathy Novak for the last
anticipated that both Dodds and Green will Jersey and one in New York. Additionally, 22 years. It will be operated locally by Joe
become named executive officers of the there is an agreement to purchase 78 acres and Kim Coffey, PLC’s existing business
Company following closing. of land in the Township of Lafayette, New partners in several operations in Manitoba
Signature owns and operates nine cem- Jersey, which is subject to several state regu- and Saskatchewan. r
eteries, 21 funeral homes (including seven latory and government approvals.
University’s 50th annual commencement

to recognize 15 graduates from PIMS
who received their BS degrees. PIMS has
a longstanding relationship with Point Park
University since developing its Capstone
Bachelor Degree Program, which requires
PIMS students to matriculate at PIMS into
its specialized associate degree program for
five semesters. Upon successful completion
of this part of the program, the student can
earn both the diploma in embalming and
funeral directing as well as an associate’s
degree in funeral service management. The
student will then makes application to PPU
for the “capstone” cooperative program.
Dr. Joe Marsaglia, dean & COO of Pitts-
burgh Institute of Mortuary Science, at
the PIMS booth at the 2018 Convention &
Expo held recently in Las Vegas, Nevada.
Visiting with him is fellow Pennsylvanian
Tom Flynn, owner of America’s Cemetery
in Hermitage, Pennsylvania, and re-
cipient of this year’s ICCFA Educational
Foundation Lasting Impact Award. With
them are Flynn’s son Robert and grief
therapy dog Soloman.
UPDATE
One of
the prayer
services
in mem-
ory of
stillborn
babies
held at
Most Holy
Redeemer
Cemetery.
n ALBANY DIOCESAN CEMETER- n THE INTERNATIONAL CONFER- The Conference also presented Mark
IES, Albany, New York, recently held a ENCE OF FUNERAL SERVICE EXAM- Evely with the President’s Distinguished
prayer service for stillborn children. The INING BOARDS, Fayetteville, Arkansas, Service Award, which recognizes com-
service was held at Most Holy Redeemer recently elected new officers. They are: mitment and service to the organization as
Cemetery, Niskayuna, New York, in the President Sandy Sebastian, executive director well as to the funeral service profession.
Remembrance Garden, dedicated in 2013 of the State Board of Embalmers and Fu- Evely served on The Conference Job Task
as a memorial for those who have expe- neral Directors and State Board of Podiatric Analysis Committee and served as chair
rienced the devastating loss of a baby. Medicine for Missouri; Vice President Mark of the Study Material Committee. He is
The service is held each year in the spring Ransford, a member of the Michigan Board director of the mortuary science program
around Mother’s Day. of Examiners in Mortuary Science; and at Wayne State University. Evely also is a
n FOUNDATION PARTNERS GROUP, Secretary-Treasurer Douglass “Mack” Smith, practicing funeral director and attorney and
Orlando, Florida, has acquired Healey Mor- executive secretary to the Kansas State Board serves on the Committee on Accreditation
tary and Crematory, Salinas, California. of Mortuary Arts for almost 38 years. for the American Board of Funeral Service
The acquisition of the firm expands Founda- Elections were held for board districts Education.
tion Partners’ network on California’s central one, six and eight. Robert Barnes, mem- The Conference also awarded five
coast to six locations. Healey Mortuary was ber of the Maine State Board of Funeral National Board Examination scholarships,
founded in 1956 as Salinas Valley Mortuary Service, was elected to represent District allowing the recipients to sit for the NBE
by Herb and Joyce Healey. As the business 1; Douglas “Mack” Smith was elected to with the fee waived. Recipients are Mat-
expanded, it was renamed Healey Mortuary represent District 6; and Cameron Smock, thew Lovett, Ogeechee Technical College;
and grew under the leadership of the found- member of the Washington State Funeral and Yecenia Reyes, Cypress College; Joni
er’s children, Dave and Margaret Healey. Cemetery Board, was elected to represent Ross, Southern Illinois University; Hannah
District 8. Snider, Lincoln College of New England;
and Breanna Williams, Gupton-Jones Col-
The Conference
Executive Com-
lege of Funeral Service.
mittee, from left, n OLD CITY CEMETERY, Lynchburg,
Past President Virginia, recently held its annual antique
Edward Muhlei- rose sale, held Mother’s Day weekend. The
sen, Secretary- cemetery sells rooted cuttings of many of
Treasurer
their antique rose varieties and larger potted
Douglas “Mack”
Smith, Vice antique roses. Also, locally grown gourds
President Mark painted by area artists are offered for sale.
Ransford and Proceeds benefit the preservation and inter-
President Sandy pretation of the cemetery. On Mother’s Day,
Sebastian. a guided rose walk to view the roses at peak
bloom was offered free to the public.
UPDATE
Newly qualified celebrants

Above left, the Insight Institute’s Glenda
Stansbury, CC, CFSP, held a celebrant
training course immediately prior to the ICCFA 2018 Convention & Expo in Las Vegas, Nevada. Above right, graduates (and
Stansbury’s assistant, Matt Bailey of Bailey Family Funeral Homes, Wallingford, Connecticut, standing at far left) are pictured.
Students who graduated from the course received the Certified Celebrant designation. After participating in discussions of
listening to grieving families and planning and executing meaningful and personalized services, students were placed into two-
person teams and had one evening to write a personalized service which they presented in front of the class. The next opportu-
nity for celebrant training through the ICCFA will be at ICCFA University, July 20-25, 2018, at the Fogelman Executive Center, the
University of Memphis, Memphis, Tennessee, at the College of 21st Century Service. For more information, go to www.iccfa.com.
n The MONUMENT BUILDERS OF Monument Co., Fargo, North Dakota. 10, Joe Mehochko of Sun City Granite Inc.,
NORTH AMERICA, Dayton, Ohio, New and continuing trustees are: Dis- Perris, California.
recently installed new officers and district trict 2, Bryan Poirier of Quincy Memorials n The AMERICAN BOARD OF FU-
trustees. Officers are President Bobby Mat- Inc., Quincy, Massachusetts; District 4, NERAL SERVICE EDUCATION, Wood-
tos, AICA, of Bras and Mattos Monument Joseph Timms III of Coastal Monument Co., bury Heights, New Jersey, recently elected
Co., Hayward, California; President-Elect Conway, South Carolina; District 5, Sean officers at its 56th annual conference. New
Mike Johns, CM, AICA, of Johns-Carabelli Longstreth, AICA, of Longstreth Memorials, officers for 2018-2020 are: President Jzyk
Co., Cleveland, Ohio; Vice President Jona- Galion, Ohio (appointed to finish the second Ennis, Jefferson State Community College,
than Modlich of Modlich Monuments Co. year of Jonathan Modlich’s term); District 6, Birmingham, Alabama; Vice-President
Inc., Columbus, Ohio; Vice President Ryan Jason Campbell, CM, AICA, of Campbell Jolena Grande, Cypress College, Cypress,
Worthington of Worthington Monuments Monument Co. Inc., Provencal, Louisiana; California; and Secretary-Treasurer David
Inc., Burleson, Texas; and Immediate Past District 8, Nathan Lange of Northland Monu- Martin, Piedmont Technical College,
President Dave Anderson, AICA, of Dakota ment Inc., Longville, Minnesota; and District Greenwood, South Carolina. Mark Evely,
Wayne State University, Detroit, Michigan,
Newly elected was elected as chairperson of the Com-
officers of the mittee on Accreditation, and John Fritch,
American Board
University of Central Oklahoma, Edmond,
of Funeral Service
Education, from
Oklahoma, will lead the College and Uni-
left, President Jzyk versity Council.
Ennis, Past-Pres- The Committee on Accreditation
ident Francisco reviewed specific accreditation activities
Solis, Vice Presi- of 14 programs along with graduation
dent Jolena Grande rates, National Board Exam pass rates
and Immediate and job placement rates of all accredited
Past President Karl programs. Fifty-nine accredited schools
Kann. Not pictured:
and programs operated during 2017. Two
Secretary-
Treasurer David
programs closed during 2017, while the
Martin. one at Bishop State Community College,
Mobile, Alabama, is wrapping up opera-
tions during 2018.
The program at Northeast Texas Com-
UPDATE
LED Lighting Solutions
munity College was granted initial accredita- for Memorial Products
tion for three years with stipulations, and
another program is currently in candidacy E N E R G Y S AV E R
status. The board granted reaccreditation for
seven years with no stipulations to Arapahoe
LED light bulb for Crypt
Community College, Littleton, Colorado; and
& Niche Fronts
Commonwealth Institute of Funeral Service,
Houston, Texas. Reaccreditation was granted Warm color for Bronzes
with stipulations to Carl Sandburg College,
E A SY TO I N S TA L L
Galesburg, Illinois; and Southern Illinois Uni-
versity, Carbondale, Illinois. Reaccreditation www.septechnologies.com
was granted to the University of Arkansas 1 877 515-4672
Community College at Hope with the expec-
tation that the assessment program will be the
subject of continued attention, with a focus
on graduation rates.
The addition of distance learning was
approved for Mid-America College of
Funeral Service, Jeffersonville, Indiana;
Wayne State University, Detroit, Michigan;
and Dallas Institute of Funeral Service,
Dallas, Texas.
Accreditation of Ivy Tech Community
College-Central, Indianapolis, Indiana, was
deferred until the October 2018 meeting.
The following programs were placed on
probation, tasked with showing improve-
ment in average licensing examination
rates by April 2019 or facing a show-cause
status: Amarillo College, Amarillo, Texas;
Arkansas State University, Mountain
Home, Arkansas; Fayetteville Technical
Community College, Fayetteville, North WHEN THEY TELL YOU
Carolina; Eastwick College, Hackensack,
New Jersey; and Lake Washington Insti-
tute of Technology, Kirkland, Washington.
“YOUR CREMATION PRICE
Programs on show-cause status, which
must demonstrate improvement of aver-
age national licensing examination pass
rates by April 2019 or show cause why
IS TOO HIGH.”
accreditation should not be withdrawn are
Holmes Community College, Ridgeland,
Mississippi; and Vincennes University,
How do You Respond?
Vincennes, Indiana. Don’t lower your prices. Help families understand the value you
In 2017, 1,646 students graduated from deliver. Cremation with Confidence was created to give you and
accredited programs across the country, your staff the tools to defend your price.
and 2,411 new students enrolled. Females Call us to learn more about becoming a Cremation with
were 64.8 percent of the graduates and Confidence provider, and exclusively license your county today.
11 percent of all graduates had parents in
funeral service.
@2018 Cremation with Confidence
Updated curriculum outlines for busi-

ness law, chemistry and merchandising
were approved and plans were made to
initiate review of the funeral service law,
small business management (with account-
ing) and funeral service psychology and
counseling teaching outlines during sum- (855) 890-3456 • CREMATIONWITHCONFIDENCE.COM
mer 2018. r

UPDATE
Clockwise from upper left, the cover of

the memorial folder Forest Park Fu-
neral Home and Cemeteries produced
to honor the life of former First Lady
Barbara Bush. A photo of her in young-
er days and the front of the memorial
cards the funeral home made available
next to the register book (above) where
people could leave their condolences
for the Bush family. Below, Forest Park
General Manager Heidi Hickman with Al-
len Dave Jr., CFuE, president of Letum
Inc.’s funeral home division, next to the
memorabilia table. Left, the full display.
n FOREST PARK FUNERAL HOME,

Shreveport, Louisiana, created a public
memorial for Former First Lady Barbara
Bush, who died April 17, 2018. The memo-
rial gave the community the opportunity to
reflect on her life and pay their respects by
signing a memorial guest book for her.
The funeral home made the display
available for four days, Friday through
Monday. Afterward, the register book was
submitted to the George Bush Presidential
Library & Museum in College Station,
Texas, where the former first lady is
interred, said Forest Park General Manager
Heidi Hickman.
Mrs. Bush will forever be remembered
as a loving mother and wife, Republican
matriarch, literacy advocate, the second “We wanted to reach out and give in money, some their skillls and connections,
woman in U.S. history to be both a wife our own way to a woman that meant so some literally give thcir life’s blood. But
and mother of a U.S. president and for her much to so many people worldwide.” everyone has something to give.”
famous triple strand pearls, hand-knotted Hickman said. In the words of Former Forest Park is the oldest funeral home in
with a gold-toned clasp. First Lady “Some people give time, some Shreveport. r
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.
Want to learn more?

Visit wilbert.com/treasuredtribute
UPDATE
Above, details of the Adirondack-themed Mary Immaculate, Patroness of America, Community Mausoleum, include log ac-
cents. Below left, attendees at the dedication. Below right, Bishop Edward B. Scharfenberger tours the mausoleum.
n ALBANY DIOCESAN CEME New York. The dedication attracted guests 992 crypt spaces and 704 niche spaces.
TERIES, Albany, New York, recently from as far away as Minnesota, Rhode The mausoleum was built by Coldspring
dedicated and blessed a new community Island and Florida. Memorial of Coldspring, Minnesota.
mausoleum. In a beautiful ceremony The decision to build was made to better The Adirondack-themed mausoleum
attended by more than 100 members of serve the families of New York’s Capital visible from the highway was designed
the local community and beyond, Bishop Region because of dwindling inventory and by Karl Griffith of Griffith Dardanelli
Edward B. Scharfenberger dedicated and lack of preferred side-by-side or in-and-over Architects PC of Schenectady, and is
blessed the Mary Immaculate, Patroness of crypt types. It also features companion and reminiscent of the style of famed local
America, Community Mausoleum at Most glass-front niches for cremation options. architect and conservationist Paul Schaefer.
Holy Redeemer Cemetery in Niskayuna, In total, the new mausoleum contains Born in September 1908, Schaefer
GREVER & WARD
CEMETERY PLANNING
PLANNING CEMETERY DEVELOPMENTS
SINCE 1939
CEMETERY MASTER PLANS
CONSTRUCTION PLANNING
SECTION LAYOUT PLANS
CREMATION GARDEN PLANS
PLANTING PLANS & SPECS
LOT LAYOUT & SALES MAPS
SPACE RECOVERY PROGRAMS
SITE EVALUATIONS & FEASIBILITY STUDIES
GWGREVER & WARD

& Cemetery Planners
3 8 0 2 N . B U F FA L O S T R E E T
INC.
O R C H A R D PA R K , N Y 1 4 1 2 7 - 1 8 4 0
Optimized.
TAP INTO the dynamic online supplier network of the ICCFA with the
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you need, all within the supplier network of the associaton you trust.
Start your search at our homepage www.iccfa.com.

UPDATE
was raised along the Mohawk River in Above, stained glass win-
Schenectady, New York. He was well dow depicting the Tree
known for designing rustic buildings that of Life with the Risen
blend well with the natural environment. Christ, and a mosaic of
Mary Immaculate. Both
He designed and built several hundred
were created by Conrad
homes in the Schenectady area. Schaefer Pickel Studio Inc. Left,
was recognized in 1998 by Audubon presenting of the keys
magazine as one of the nation’s 100 top from Bishop Edward B.
conservationists of the 20th century. Sharfenberger to Albany
The mausoleum’s feature accent wall Diocesan Cemeteries
is a breathtaking 16-by-18-foot stained Executive Director Rick
glass window depicting the tree of life Touchette and Mark Cal-
with the risen Christ, created by Conrad lara, project site manager
for Coldspring.
Pickel Studio Inc. of Florida. The stained
glass window was designed to achieve
a dignified, beautiful atmosphere and to
harmonize with the architecture. Pickel
Studio also created two 4-by-8-foot Italian
mosaics of Mary: The Patroness of America
and The Immaculate Heart of Mary.
In a tribute to Adirondack martyrs,
Hudson Valley iconographer and artist
Christine Simoneau Hales created two
4-by-8-foot panels of St. Kateri Tekakwitha
and St. Isaac Jogues. All four features
are centered above gorgeous wooden
mantlepieces with scriptural passages,
designed and carved by local artist Jim Above left, a panel dedicated to St. Kateri Tekakwitha, an Adirondack martyr.
Lewis. r Above right, exterior crypt and niche patio.
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Supply Line
n LOVE URNS, Plano, Texas, has
released its latest Treasure catalog. The
catalog features cremation jewelry matching
the company’s popular urn designs.
1.888.910.7860; www.loveurns.com
n PASSAGES INTERNATIONAL, Al-
buquerque, New Mexico, has moved into
a new, much larger facility. The address
of the new facility is 4516 Anaheim Ave.
NE, Albuquerque, NM 87113. Phone and
fax numbers and email addresses have not
changed. The company has also introducted
a new website. It allows users to view prod-
ucts and services in a more intuitive manner
Love Urn’s Treasure catalog. and in closer detail, and allows online National Mortuary Shipping’s new em-
ordering. 1.888.480.6400; ployees, Ryan Dina and Samantha Elder.
sales@passagesinternationalcom;
www.PassagesInternational.com n NATIONAL MORTUARY SHIP-
The new PING AND CREMATION, Cleveland,
n CARRIER MAUSOLEUMS CON- Ohio, has added Samantha Elder and
Lenox
urn from STRUCTION, Montreal, Quebec, has Ryan Dina to its staff.
Elegante acquired Mork Mausoleum Construction www.natlmortuaryshipping.com
Brass. Inc., based in Waukesha, Wisconsin. Both
companies were started in 1984. Mork’s n DUNCAN STUART
leadership team will remain with CMC and TODD, Boulder, Colorado,
help grown the Midwest business. has hired a new office man-
www.CMC-Carrier.com ager, Garrett Smith. He has
a background in customer
n ELEGANTE BRASS CO., Brooklyn, service.
New York, has introduced a new porcelain 720.583.1886; info@
urn in partnership with Lenox. This hand- duncanstuarttodd.com;
crafted fine porcelain urn features a unique Smith www.duncanstuarttodd.com
and artistic scroll pattern made of fine china
with a 24-karat gold trim ring. The urn holds n FUNERAL DIREC-
205 cubic inches of cremated remains and TORS LIFE INSURANCE
stands approximately 10 inches tall. Elegante CO., Abilene, Texas, has
is owned by BASS-MOLLETT PUBLISH- named Kim Beckerman as
ERS, Greenville, Illinois. director of sales develop-
1.800.252.7277; www.elegantebrass.com ment for Missouri, Iowa,
Kansas and Nebraska. She
n PEARL’S PREMIUM, Wayland, Mas- has been active in the funeral
sachusetts, offers a low-maintenance grass Beckerman profession since 2009, with
lawn seed. The grass needs mowing every her primary focus on pre-need sales. She
Regular grass on the left; Pearl’s Pre- four to six weeks, crowds out weeds, has previously co-founded a business in the
mium on the right. extreme tolerance to drought and cold, has a architectural world, serving as its president
dark green color and sequesters eight times for 14 years. www.funeraldirectorslife.com
the carbon of regular grass, helping lessen
the effects of climate change. It grows well n FRONTRUNNER PROFESSIONAL,
READERS: To find the products and
services you need online, go to in all climates and in shade as well as sun- Kingston, Ontario, has announced the
www.iccfa.com for the Supply light. It is pet-friendly and does not show launch of A Simple Cremation. The turn-
Link Search Engine, the fastest yellow urine spots. 508.653.0800; key business solution was developed to help
way to find the products and Jacson@PearlsPremium.com; death-care businesses provide simple and
services you need at your funeral home, www.perfectmemorials.com cost-effective direct and packaged crema-
cemetery or crematory. tion services. Equipped with FrontRunner’s
n AMPLIVOX, Northbrook, Illinois, management software and a family-focused
SUPPLIERS: Send your press releases
has introduced to new wireless speaker DIY website, the system also comes with
about your new products and services,
and about awards, personnel changes series, the Mega Hailer and AirVox. It grief and online marketing tools and plan-
and other news to sloving@iccfa.com for provides clear sound up to a half-mile away, ning resources directly targeting the crema-
inclusion in Supply Line. is battery-powered and has built-time Blue- tion market. 1.866.748.3625;
tooth capability. www.ampli.com www.FrontRunner360.com
Thinking about a Succession Plan
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to ask yourself, “What condition is it in?”
Your operation may not need its chrome replaced, but if any aspect of it isn’t performing like it should, we can
help you improve it!
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and continues on as a lasting tribute to you.
So give us a call to learn how you can improve your
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Succession Planning with
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S U P P LY L I N E
n PERFECT MEMORIALS, Eden and is available in either a stainless finish

Prairie, Minnesota, has added full- and with 14K gold plated details or onyx plating
keepsake-sized deer cremation urns to with pewter highlights. Both pendants can
its Heavenly Creations line. The urn is be engraved and include a 24-inch chain.
offered in two sizes, one with a capacity A threaded compartment for remains is
of 400 cubic inches and the other with a located on the back.
capacity of 70 cubic inches. Both feature a The cross pendants feature a rugged
Perfect Memorials’ deer cremation urn highly detailed male whitetail deer stand- textured design in slate or pewter. The
comes in keepsake and full sizes. ing proudly in front of a tree with classic pieces are made with 316 stainless steel
details resembling the forest floor below. with a treaded compartment on the back
The optional plaque offered by Perfect for remains. Pendants can be engraved and
Memorials allows the family to personal- include a 24-inch chain.
ize the memorial with text, poems, artwork The cable link bracelets are made to
and even an engraved photo of their loved emulate a watch band and feature textured
one. All of the urns in the line are made of accents. Each piece is made with 316
durable cold-cast resin that resists faced stainless steel and is available in either a
from UV light. The urns have a removable stainless finish with 14K gold plated details
panel with a rubber seal that will securely or onyx plating with pewter highlights.
hold cremated remains. The adjustable bracelets include a threaded
www.perfectmemorials.com compartment for remains on the back.
n NEW MEMORIALS DIRECT, Gig 1.888.588.8767; www.terrybear.com
Harbor, Washington has introduced a dig- n GREAT
ital marketing frame. It comes preloaded WESTERN,
with a slideshow of jewelry selections and Ogden,
New Memorial Direct’s digital marketing
services as well as an option to add your Utah, has
frame with remote control.
own images via email or phone app. It is had its A.M.
easily updated though wifi, and funeral Best rating
homes will receive seasonal marketing im- upgraded to
ages direct to their unique email address. A-1 (excel-
Every frame comes with remote control as Blank Collins lent) with
well as control buttons on the back of the a stable outlook. Also, Great Western’s
Meadow device. 1.877.995.8767; parent company, American Enterprise
Hill’s new service@newmemorialsdirect.com; Group, has appointed two new directors to
memo-
www.newmemorialsdirect.com its board, Donna Blank and Kathy Col-
rial keep-
sake. n MEADOW HILL, Fox River Grove, lins. Blank most recently served as CFO as
Illinois, has introduced a new memorial ZAIS Group and has more than 30 years of
keepsake, the Heritage Vessel. The sleek experience in finance and operations. Col-
cylindrical urn can hold a bit of cremated lins is chief marketing officer and strategy
remains, dried ceremonial flowers or hair officer for H&R Block. 1.866.689.1415;
snippets. The urns are customizable with www.gwic.com
one of five biometric print styles: finger- n ETERNITY GARDENS, Gresham,
print, hand print, foot print, paw print Oregon, has become a sponsor of the
or animal nose print. Three designs are Before I Die ABQ Festival, taking place in
available, and up to 10 characters of cast Albuquerque/Santa Fe, New Mexico, metro
engraving are included in the price. markets October 30-November 4, 2018.
The company also has updated its darrell@eternitygardens.com;
price structure. Prices of keepsake jew- 312.259.4125; www.eternitygardens.com
elry cast in precious metals will be fixed, n FUNERALCE, Dallas, Texas, offers
no longer tied to daily market fluctuations. online continuing education courses.
1.877.848.6243; info@meadowhillco.com; Ann Heinz has been appointed to head the
www.meadowhillco.com company, part of WebCE. Courses from
n TERRYBEAR, St. Paul, Minnesota, FuneralCE have been approved by the state
and has introduced three masculine boards and the Academy of Professional
jewelry lines to its Memory of a Lifetime Funeral Service Practitioners for Certified
collection. Tag pendants, in either pewter Funeral Service Practitioners.
Terrybear’s new masculine jewelry.
or onyx, feature subtle, textured highlights. 1.877.488.9308; www.FuneralCE.com
Each piece is made with 316 stainless steel
S U P P LY L I N E
Above, Puppy Paws’ mother and child,

and, below, tree of life jewelry.
n PUPPY PAWS
INC., Mayfield Heights,
Ohio, has introduced a
retailer sales kit concept
for its line of memorial
jewelry. The kits include
marketing materials and
displays in the form of
picture frames with velvet centers which
can lie flat or hang on a wall. The Puppy
Paws collection includes memorial jewelry,
bracelets, charms, cufflinks, earrings, rings
and tuxedo studs. Holiday ornaments,
wine stoppers and other gifts items are also
available. A typical sales kit includes rho-
dium plated, sterling silver samples of: the
Mother’s Paw, which holds up to 12 birth-
stone crystals; The Memory Paw, which
holds a tiny bit of cremated remains; the th e ultimate in
original Puppy Paw, which features one
birthstone crystal; the Tree of Life, which
can hold cremated remains and/or birth- CASKET&
stone crystals; The Mother and Child,
MAUSOLEUM
which can hold up to seven birthstones
as well as remains; and a memory locket.
440.461.9667; www.puppypaws.com
PROTECTION
n EVERDAYS, Detroit, Michigan, and
MausoGuard
TM
SRS COMPUTING, Wexford, Pennsylva-

nia, have launched a new integration. It A state-of-the-art casket
brings the functionality of Everdays, a free enclosure for your
mobile-based platform, to SRS Proces- mausoleum
sion so that funeral directors can build an
engaged community for each of their client
families from within SRS. Directors can
generate a complete Everdays announce- PATENT 6,253,503
ment with one click from within the SRS
dashboard. 1.800.797.4861;
www.srscomputing.com;
248.480.2424; www.everdays.com
MausoTray TM
A low-cost “insurance”
n HOMESTEADERS, Des Moines, for your mausoleum
Iowa, has released “Social Media Guide
for Funeral Professionals,” developed VKM International Inc.
in partnership with DISRUPT MEDIA,
CALL: 800.886.2417 • FAX: 352-861-2473
Zanesville, Ohio. Funeral professionals
www.vkminternational.com
who are just starting to use social media

Left, the hospitality S U P P LY L I N E
area at Wilkerson-
Hatch-Bailey Funeral will find a step-by-step guide for
Home. Below left, setting up a Facebook business page
Josh Black, Susan
along with tips and examples of the
Stem and Hatch
type of content that will resonate with
Bailey with the clock
the funeral home won their communities. More advanced
in Cressy Memorial’s social media users will benefit from
design contest. information on Facebook advertising,
pre-need lead generation and sugges-
Below, from top, tions for other social media platforms
honorable mention to explore, including Instagram and
recipients Finch & messaging apps. The free 30-page
Finch Funeral Home, resource also includes information on
Chapter House Fu- how to create a one-of-a-kind social
nerals and Lincoln strategy, as well as tips for incorporat-
Cemetery. ing video into a marketing plan, what
to expect from the future of social
media and a straightforward glossary
of common social media terms.
Homesteaders also recently
had its financial strength rat-
ing of A- (excellent) with a stable
outlook affirmed by A.M. Best Co.
1.800.477.3633;
www.homesteaderslife.com
740.617.0599;
www.FUNERALSocial.com
n NATIONAL GUARDIAN
LIFE, Madison, Wisconsin, has
partnered with Stephanie Castag-
nier Dunn and Walker Posey for
n CRESSY MEMORIAL, Mishawaka, an educational series on pre-need
Indiana has announced the winners of its industry topics. Dunn and Posey are
2nd annual design contest. Wilkerson-Hatch- offering NGL partner funeral homes
Bailey Funeral Home, Waco, won the award, the opportunity to receive a com-
which focused on hospitality. In addition to the plimentary analysis of their funeral
welcoming space shown here, the facility has home business and strategic develop-
a children’s room, glass-walled garden room ment for overall business enhance-
and casual office spaces. Guests appreciate the ments. Dunn is senior vice president,
coffee bar, lemon water and cookies through- SBA Division national sales man-
out the day. They received a 46-inch Howard ager, at First Bank SBA. Posey is a
Miller Gallery clock. fourth-generation funeral director and
Honorable mentions were presented to: owner of W.S. Powey Holdings &
• Finch & Finch Funeral and Cremation Posey Funeral Directors.
Service, Altavista, Virginia. CCO Robert 1.877.402.5900; www.nglic.com
“Trey” Finch noted that their design appeals to n PHYSICIANS MUTUAL,
all five senses. Impressive elements include the Omaha, Nebraska, has announced
grief therapy dog, bird aviary, satellite radio, the custom index performance
snack/refreshment station and scent machines. product. It was developed in col-
• Lincoln Cemetery, Atlanta, Georgia. laboration with the company’s
President Jack Frost and Vice President Darrell exclusive marketing partner, Precoa.
Morgan chose a “casual formality” for their It builds on a portfolio of innovative
cemetery lobby design, including stone floors, index pre-need products by using a
a TV, generous seating and live plants in a artwork has been purchased; other pieces participation rate instead of a cap to
lobby niche area. are for sale. Unique and appealing furniture determine the growth rate. It’s the
• Chapter House Funerals, Victoria, Austra- surprises and accommodates fluid seating latest way to experience sustainable
lia. Founder Troy Upfield exhibits local artists’ groupings. 1.866.763.0485; growth for your pre-need program.
works in changing displays throughout. Some www.cressymemorial.com r www.PhysiciansMutual.com r
I C C FA N E W S
Submissions for 2019 ICCFA Annual Convention due July 10

D
o you have a great presentation you think would be
helpful to others in your profession? Is there a topic
you are interested in that you think should be featured
at the Annual Convention & Expo?
Co-chairs Mat Forastiere and John Gouch Jr. are looking
for presentations for the ICCFA 2019 Annual Convention,
April 2-6, 2019, at the Charlotte Convention Center in Char-
lotte, North Carolina. If you have expertise in a particular area
of cemetery, cremation and funeral service, we would like to
hear from you. We are also interested in sessions on market-
ing, human resources, time management and the 21st century
workplace. Guidelines for these proposals are as follows:
• Include your name, title, company name, address, phone, fax Courtesy of Charlotte Convention Center
and email address.

• Include the title and description of your session (approximately 100 words). Session descriptions should name at least two or three specific
skills, techniques or ideas the attendee will take away from the session. We are most interested in sessions that share concrete, proven
techniques and programs, as opposed to theory or opinion.
• Include a brief bio regarding your experience and qualifications within the industry as well as any speaking experience you may have.
• Include information on which areas of our profession are the intended audience, e.g., cemetery owners and managers, funeral home
owners, funeral directors, sales managers, etc.
• Include a list of anticipated handouts.
• Note that we ask that speakers refrain from speaking about prices or other issues subject to antitrust legislation. In addition, we ask
that speakers refrain from any type of promotional marketing or selling of any product or service.
• Any requests for compensation must be included in your proposal or it will not be granted.
We typically receive many more proposals than we can fit into the program, so please be sure to follow the guidelines and clearly
explain the value proposition for attendees. Submit your convention proposal by Tuesday, July 10, 2018, to Kirsten Kase at
kase@iccfa.com. Questions? Call Kirsten at 703.391.8402. q
Earn/renew your Crematory Operator Certification on July 18

J
oin us at the ICCFA Cremation Certification Program, where you earn or renew your cremation certifications. On July 18, the
Crematory Operator Certification will be held at Dallas Institute of Funeral Service in Dallas, Texas.
In the Crematory Operator Certification Program, you will learn all the components of cremation and how to properly operate
and maintain a retort machine, learn how to properly and consistently track remains and be provided with an update on applicable
laws.
To learn more about the ICCFA Cremation Certification Program and to see more dates and venues in the program schedule, visit
iccfa.com/cremation-certification/. q
Membership benefit spotlight: Office Depot/OfficeMax

I
CCFA members can save up to 80 percent on over 93,000 products at Office Depot/OfficeMax,
great for your printing, cleaning and other office needs. To shop online or print off a free in-store
purchasing card, visit www.ICCFA.com, log-in with your username and password, then use this link
and scroll down to the Office Depot/OfficeMax image: http://bit.ly/ICCFABenefitSavings.
q
Start every day at the ICCFA Café at www.iccfa.com June 2018 59

I C C FA N E W S
Las Vegas convention recordings available to purchase

C
ouldn’t attend this year’s ICCFA Annual Convention? Were you there but couldn’t make it to a particular session? Want
others in your company to benefit from a session that you found particularly informative and inspirational? The ICCFA has
the 2018 convention session recordings available to purchase in the ICCFA store at www.iccfa.com.
Audio recording downloads of the sessions are just $10 each. A copy of the presentation will be included if the speaker has given
us permission to do so. Here is a partial list of what you can find for purchase:
• Who is Really Killing Your Business? - John Bolton, CCE, CSE, CCrE, & Lori Salberg
• Keynote: Socialnomics - Winning Customers’ Hearts, Minds & Wallets in a Wi-Fi World - Erik Qualman
• The Cents and Sense of Cremation Metal Recycling: A Panel View of Post-Cremation Recycling - moderator: Poul Lemasters, Esq.
• Keynote: Influence Redefined: Be the Leader You Were Meant to Be, Monday to Monday - Stacey Hanke
• Mortuary Litigation - Emily Albrecht
• “What Can You Do For Me?” Taking Funeral Service to the Next Level - Jason Troyer, PhD
• Do You Really Have Them at Hello? The Age-Old Art of the Telephone - Nicole Wiedeman, CSE
• Changing the Cremation Paradigm: Getting Cemeteries Back in the Game - Chris Keller
• 15 Decisions to Make Before You Start a Pet Loss Business - Jodi Clock, CPLP
• How to Stay Relevant with Customers in 2018 - Kim Butler q
Mark these upcoming ICCFA events on your calendar

August 22-24, 2018
Embassy Suites by Hilton Cincinnati
Rivercenter, Covington, Kentucky
www.iccfa.com/plpa-college
September 26-28, 2018

The Eau Palm Beach Resort & Spa
Manalapan, Florida
www.iccfa.com/fall
January 23-25, 2019

Bally’s Las Vegas, Las Vegas, Nevada
www.wideworldofsales.com
I C C FA N E W S
Choose from eight colleges at the 2018 ICCFA University

C
lass is almost in session! This year’s ICCFA University College of International Studies
is being held July 20-25 at the Fogelman Executive Dean Jim Hammond
Center at the University of Memphis in Memphis, Ten- Globalization is making the world a much smaller place to
nessee. At ICCFAU, you can network, share ideas and learn with live in. Are you sure you know how to serve families of all
your industry peers. nationalities and religious backgrounds in
This is a one-of-a-kind program your community? Learn about the funeral
designed by top cemetery, cremation customs of all major religions and population
and funeral service experts. Every- groups from around the world.
one, regardless of any age, has the
chance to earn a degree at ICCFAU, College of Land Management
and there are eight colleges to choose & Grounds Operations
from, each with courses that combine Dean Gino Merendino
proven business theory with practical Exceptional cemetery service starts with the
operational instruction. The classes grounds and operations department. Without
are led by top professionals from the effective land management and a commitment
cemetery, cremation and funeral ser- to an attractive, well-maintained property,
vice industry as well as faculty from there will be no sales or service. You’ll learn
the University of Memphis. how your grounds management team can
succeed and continuously improve interments, landscaping,
College of 21st Century Services buildings, grounds maintenance and exceptional client experience
Dean Glenda Stansbury, CC, CFSP and satisfaction.
How do you respond to a family who says, “We don’t want a
traditional funeral”? You’ll learn how to go beyond tradition
College of Leadership, Administration
with innovative offerings and become certified as a funeral
& Management
celebrant trained to provide meaningful alternatives to clergy-led Dean Gary Freytag, CCFE
services. The cemetery, cremation and funeral service profession is
changing, and so are the skills needed to manage and lead
College of Cremation Services effectively. You’ll receive solid, relevant, results-focused training
Dean Jim Starks, CFuE, CCrE targeted at today’s required core competencies.
Cremation doesn’t have to mean “no service” or “no
memorialization.” You’ll discover how to better serve families,
J. Asher Neel College of Sales & Marketing
improve cremation operations and increase your company’s Dean Gary O’Sullivan, CCFE
cremation-related revenues. You’ll also earn three types of The principles of sales and marketing don’t change, only
certifications: operator, administrator and arranger. technique and application do. Learn how to take the tried-and-
true principles of cemetery and funeral sales and apply them
College of Funeral Home Management within today’s mobile, multi-cultural, high-tech, information-
Dean Todd Van Beck, CFuE driven marketplace. q
Too many managers consider “creativity” someone else’s
department. In funeral service, creative management is the key
to differentiation. You’ll learn Dr. W. Edwards Deming’s creative
service management system and its specific applications to our
profession.
Register by June 18 to secure your
spot in the college of your choice.
For a complete course listing and
College of Hospitality & Event Planning
Dean John Bolton, CCE, CCrE, CSE
NEW to the ICCFAU! This college is designed to give students registration for this year’s ICCFA
a foundation in funeral home/cemetery hospitality and catering
management. Topics range from basic event planning to
University, visit iccfa.com/university.
interpreting financial budgets, leadership and catering team
management.
Start every day at the ICCFA Café at www.iccfa.com June 2018 61

I C C FA N E W S
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.
A S S O C I AT I O N Q & A
Questions from a new member to a hypothetical room full of ICCFA members:

What advice would more experienced members give to new death care
professionals who wish to start their own nonprofit or business in the field?
Michael Uselton, CCFE, managing partner, Remembrance I would spend less time focusing on
Services of Florida LLC, Palmetto, Florida, and past president of the competition and more on the needs
the ICCFA and desires of the community you are
Good question. If someone is considering entering the targeting. If you differentiate yourself
death-care profession and wishing to associate with a nonprofit from the competition with services and
cemetery, there are many requirements to consider. One of the offerings that appeal to today’s consumer,
largest considerations is how the nonprofit is structured and what you will be on the right path for success.
the goal of the nonprofit’s board should be. Do not be afraid to step out of bounds
You can create a management company to run the organization and try some new offerings, focus on
with endowment care proceeds in the nonprofit based on your web marketing vs. traditional marketing and be unconventional,
ability to grow the heritage of the park. There are many factors but at the same time, do not alienate yourself from the older
to consider, including the financial and legal side, but first and generation. Be confident your demographics and areas of growth
foremost is aligning the goals of the board with what you feel you are considered before selecting a location.
can bring to the table. Recruiting those who perhaps have not been in this profes
Starting a new business in this profession, whether funeral, sion is a good thing and can bring an unbiased approach to
cremation, cemetery or all of the above, requires a thorough communicating with the needs and desires of the families we
understanding of the marketplace and the targeted clientele. serve. r
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.
Regular Johnson Funeral Service Inc. Professional: Pet Loss Services

All Ohio Cremation & Burial Society Inc. Bridgewater, Virginia Paws Pet Crematory*
Cleveland, Ohio Metro First Call LLC Richmond, Texas
Apsey Funeral Home Inc. Savage, Minnesota
Deckerville, Michigan Mount Vernon Sanctuary Professional/Supplier
Atkins Cremation Service Singapore Air Canada
Cloquet, Minnesota Mursimco Inc. Dorval, Quebec
Chambers & Grubbs Funeral Home Natchitoches, Louisiana E & L Cemetery Services LLC
Independence, Kentucky Premier Funeral Services Columbus, Ohio
City of Charlotte Cemeteries* Orem, Utah Eternal Remembrance
Charlotte, North Carolina Rooted LLC Cresson, Pennsylvania
City of Worcester Tenino, Washington Moon Landscaping Inc.
Worcester, Massachusetts Spence Miller Funeral Home Chesapeake City, Maryland
Crestview Memorial Gardens Grove City, Ohio PhotoPros*
Brandon, Missouri Thompson Funeral Services Inc. North Hollywood, California
Hutcheson’s Memorial Chapel & Hillsboro, Ohio United Heritage Life Insurance*
Crematory Inc. Meridian, Idaho
Buchanan, Georgia *rejoined r
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.
June 5-7: Arizona Funeral, Cemetery & June 18-22: Funeral Service Assn. of
Cremation Assn. Annual Convention, Westin Canada Convention & Trade Show, The
La Paloma, Tucson. www.azfcca.org Shaw Centre, Ottawa. www.fsac.ca
June 5-7: Funeral Directors Assn. of June 19-24: Assn. of Gravestone Studies
Kentucky Annual Convention, Crowne Annual Convention, Danbury, Connecticut.
Plaza Hotel & Kentucky Fair & Expo Ctr., wwwgravestonestudies.org
Louisville. www.fdaofky.com June 19-20: West Virginia Funeral
June 7-10: Virginia Cemetery Assn. Annual Directors Assn. Annual Convention, Lake
Convention, The Homestead Resort, Hot view Resort, Morgantown. www.wvfda.org
Springs. June 20-23: Virginia Morticians Assn.
www.virginiacemeteryassociation.com Annual Convention, Doubletree by Hilton
June 8-10: Montana Funeral Directors Hotel, Carlottesville.
Assn. Annual Convention, Great Falls. www.virginiamorticiansassociation.org
www.montanafda.org June 21-23: Florida Cemetery, Cremation
June 8-10: Granite Fest, Barre Vermont. and Funeral Assn. Annual Convention,
www.barregranite.org Bonita Springs. www.thefccfa.com
June 10-12-5: North Carolina Cemetery June 24-26: California Funeral Directors
Assn. & South Carolina Cemetery Assn. Assn. 114th Annual Convention, Balboa Bay
23rd Annual Joint Convention, Kingston Go to www.iccfa.com for the onstantly up- Club, Newport Beach. www.cafda.org
Plantation-Embassy Suites Hotel, North dated online association event calendar. June 24-26: Idaho Funeral Service Assn.
Myrtle Beach, South Carolina. www. From the home page, choose Education/ Annual Convention, Shore Lodge, McCall.
northcarolinacemeteryassociation.com Events/View full calendar of events. www.ifsa.us
June 9-12: Virginia Funeral Directors Assn. Comfort Suites, Green Bay, Wisconsin. June 24-28: Maryland State Funeral
Annual Convention, Charlottesville. www.wiscemeteries.org Directors Assn. 99th Annual Convention,
www.vfda.net June 17-20: Alabama Funeral Directors Clario Resort & Conf. Center, Ocean City.
June 11-13: Cremation Society of Great Assn. 132nd Annual Convention, Point www.msfda.net
Britain Cremation & Burial Communication Clear. www.alabamafda.org June 25-28: Illinois Funeral Service Assn.
& Education 2018, Hilton Newcastle June 17-20: Florida Morticians Assn. 94th Annual Convention, Peoria. www.ifda.org
Gateshead. www.crematio.org.uk Annual Convention, Hilton St. Petersburg June 26-28: Independent Funeral Directors
June 12-13: Maine Funeral Directors Carillon. www.floridamorticians.org of Florida Annual Conf. & Tradeshow, Sad
Assn. Summer Convention, Colony Hotel, June 18-20: Dr. Alan Wolfelt’s training dlebrook Resort & Spa, Tampa. www.ifdf.org
Kennebunkport. session for funeral directors, “Opening June 28-30: National Alliance for Grieving
www.Mainfuneraldirectors.org Your Community’s Eyes to WHY We Need Children 22nd Annual Symposium on
June 13: Wisconsin Funeral Directors Funerals,” Ford Collins, Colorado. Children’s Grief, Hyatt Regency, San
Assn. Annual Convention, Blue Harbor www.centerforloss.com Antonio, Texas. wwwChildrenGrieve.org
Resort, Sheboygan. www.wfda.info June 18-21: Funeral Directors & Morticians July 25-27: Southern Cemetery, Cremation
June 13: Wisconsin Cemetery & of North Carolina Annual Convention. & Funeral Assn., Cemetery Assn. of
Cremation Assn.Cemetery Mgmt. Course, www.fdmanc.org ➤to page 66
Subscribe to ICCFA Magazine

r One-year subscription (10 issues) for just $39.95* r Two-year subscription for just $69.95*
* 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.
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r Check enclosed (please make payable to ICCFA)
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Fax 703.391.8416

AD INDEX
11 Aftercare.com 29 Holland Supply 57 PlotBox

9 American Cemetery/Mortuary 63 IMSA 13 RBC Wealth Management
Consultants 51 International Mortuary Shipping 47 SEP Technologies
31 ASD—Answering Service for 55 Johnson Consulting 35 Sich Caskets
Directors
33 Kryprotek 51 Supply Link
33 C&J Financial
41 Live Oak Bank 27 THE SYSTEM
21 Columbarium by Design LLC
37 Madelyn Co. 19 The Tribute Companies
67 Continental Computer Corp.
53 Matthews Environmental Solutions 3 Tile Artisans Digital Imaging
47 Cremation With Confidence
19 Mausoleum Supply 43 Trigard
17 Doric Products
29 McCleskey Mausoleums 31 Triple H Co.
5 Eagle Granite Co.
45 Merendino Cemetery Care 15 U.S. Metalcraft
39 Ensure-A-Seal
7 MKJ Marketing 2 Vital ICE App
51 Flowers for Cemeteries
31 Nomis Publications 57 VKM International
19 Funeral Call Answering Service
9 Northeast Mausoleum 49 Wilbert Funeral Services
68 funeralOne
19 Obermayer Rebmann Maxwell & 31 WithumSmith + Brown
51 Grever & Ward Hippel 21 Zontec Ozone r
Classifieds
CALENDAR
➤from page 65
Check the classified announcements at www.iccfa.com/employment.htm Tennessee, Kentucky Cemetery Assn. and Georgia Cemetery
To place a classified, contact Rick Platter, rplatter@iccfa.com Assn. joint convention, Chattanooga Convention Cemetery &
Marriott Downtown. www.sccfa.info
July 18: ICCFA Cremation Operator Training, Dallas Institute of
Funeral Service, Dallas, Texas. www.iccfa.com
July 18: Alliance of Illinois Cemeterians Workshop, Virden
Cemetery, Virden.
www.aicemeterians.org
July 20-25: ICCFA University, Fogelman Executive Center,
University of Memphis, Memphis, Tennessee. www.iccfa.com
July 25: CANA Cremation Operations Certification Program,
Fort Lauderdale, Florida. www.cremationassociation.org
July 25-27: CANA Annual Cremation Innovation Convention,
Marriott Harbor Beach Resort & Spa, Fort Lauderdale, Florida.
www.cremationassociation.org r
CEMETERIES • CREMATORIES • FUNERAL HOMES • SUPPLIERS • PET LOSS PROFESSIONALS
Submit your news to ICCFA Magazine

Have you held a groundbreaking or grand n Write it down. It doesn’t have to be written perfectly (that’s why we have editors)
opening for a new facility? Hired or promoted —it just needs to include the facts. Remember the basics: Who, What, Where, When &
someone? Is your company offering a new or How (and sometimes Why).
updated product to cemeteries and/or funeral
homes? Have you recently held an unusual n Send it in:
service or a successful seminar at your loca ➤ Email your Word document as an attachment to sloving@iccfa.com, or write
tion? Added a grief therapy dog to your staff? your release in the body of your email. Please include your full name and title
Share your news with colleagues all over the and the company’s name and location in the body of your email.
world—send it in to ICCFA Magazine! It’s a
simple way to receive some well-deserved ➤ Photos—high-resolution jpgs—can be emailed. Remember you must adjust
publicity for you and your staff and to share digital camera settings to take high-resolution images before taking the photos!
ideas with peers. Here’s how to get your news Check the owner’s manual for instructions. (If you’re scanning in glossies, they
in ICCFA Magazine: must be scanned in at a minimum of 300 dpi at the size they are to be printed.)
Questions? Need some guidance? Email ICCFA Magazine Managing Editor Susan Loving at sloving@iccfa.com.

ICCFA Magazine June 2018

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 June 2018

• Alan Wolfelt on how to

ICCFA 2019 Convention & Expo

Providing exceptional education, networking and legislative guidance and support

36 HUMAN REL ATIONS

family and their loved one.

2018 ICCFA University

Like and follow the ICCFA

Cable advertising We tried ads our local TV When we run our

DOWNLOAD OUR FREE DEMO AT

ICCFA officers  postage paid at Sterling, VA, and other offices.

by the IRS in 2014 requiring a trustee to

Visit the new and improved www.iccfa.com June 2018 9

Gramma’s two funerals

The Aftercare Card Program will help you TM

automatically stay in touch, build loyalty, and

$20 per family

Investing for the future — because forever is a long time

Visit the new and improved www.iccfa.com June 2018 13

Mausoleum design today—and tomorrow

Creating multi-faceted buildings, multi-level offerings

Above, Ascension Mausoleum at Our

inserts and glass-front niches.

Including more niches, using warmer materials

Cemetery Master Planning

www.tributeinc.com 262.367.9991 mail@tributeinc.com

Visit the new and improved www.iccfa.com June 2018 19

Top left, a building with a geothermal system.

Below, the outside of the cremation suites

are in addition to the chapel, so the family can

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Retrofitting niches, designing with flexibility in mind

Visit the new and improved www.iccfa.com June 2018 23

Batesville’s Pearl casket with a moss pink crepe interior.

Mark your calendar now for the 2019

Sich’s Madison high gloss cedar

Supernova/APLazer had a casket on dis-

Visit the new and improved www.iccfa.com June 2018 25

Casket pricing: Do you have

the guts to do the math?

Online Courses & Libraries | Scripts & Sales Tools

Sign Up Today for Consistent Sales Success

Complete Pre-Need Sales

Tested. Proven. Results.

The Sales Training Program of the ICCFA

Visit the new and improved www.iccfa.com June 2018 27

As today’s society emphasizes convenience in all aspects

How to transform the power

After gathering stakeholder have two years ago.

9:41 AM 100% Simplified Navigation

knowledge and experience of the Advanced Search Options

Bill Newman, CPA

Visit the new and improved www.iccfa.com June 2018 31

Protect Your Families

Protect Your Bottom Line

Another Quality Product From

THE FUNERAL PROFESSION IS EVER CHANGING. Stop Waiting

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Sich Plantation Pecan - H2302

For your nearest Sich distributor, call 888-794-1744 or visit www.sichcasket.com

Visit the new and improved www.iccfa.com June 2018 37

Striffler-Hamby makes the return of cremated remains

WHAT THE JUDGES SAID

Striffler-Hamby’s set-up for the remains of an active duty soldier.

June 2018

ICCFA officers postage paid at Sterling, VA, and other offices.

Visit the new and improved www.iccfa.com June 2018 9

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