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Cloning &
Preservation
Innovation and
Experimentation in
Pet Memorialization
Inside:
—Seniors & Technology
—Emojis Are Here to Stay
—No More ‘Closure’
—Aloha, Scott Sells
Every year,
we fund over
50,000 funerals,
serve over
2,800 funeral homes,
and pay out over
$350 million for
funerals.
We must be doing it right.
Admittedly, the stats are pretty impressive. No other insurance assignment
company can boast the number of funeral homes served or the amount of
money paid out yearly to make sure every funeral goes off without a hitch.
But what’s truly impressive is the way in which we work with our clients, as if
each one is our only one. And serving them quickly and painlessly is our only
job, which, in fact, is so. While bigger isn’t always better, sometimes it is. As in
the case of the company you want servicing your insurance assignments.
CJF.com | 800.785.0003
& You
CONTENTS
DECEMBER 2019 VOLUME 79 | NUMBER 10
Features
28
T
he title of this article is a very positive No Holding Out
view of some regulatory changes just You might remember that we went through this
announced; but it doesn’t really address in 2017, and many businesses proactively raised
the entire story. According to headlines from salaries in anticipation of the change. Then the
Washington, D.C., the U.S. Department of Labor change was blocked, leaving many businesses
(DOL) is making 1.3 million American workers stuck with having provided employees with
poul@iccfa.com eligible for overtime pay, thus giving everyone preemptive raises.
(well 1.3 million workers) money. If you are holding out, hoping the same
Poul Lemasters, serves On September 24, 2019, DOL promulgated block may occur, it is unlikely. The new in-
as ICCFA general counsel a final rule regarding the earnings threshold for crease is much lower, and it does not appear
and cremation programs
overtime pay. This applies to overtime exemption to have sparked the mass protest as the last
coordinator. He also serves
under the Fair Labor Standards Act (FLSA) for increase did.
on the Government and Legal
Affairs Committee. Poul is an certain status employees.
attorney and a funeral director/ You may recall that in 2016, the overtime What Businesses Should Do
embalmer with degrees threshold was expanded and increased to $47,476 To prepare for the increase, a business should
from the Cincinnati College per year, but it never actually went into effect due review employee salary levels to see if they will
of Mortuary Science and the to a decision from the U.S. District Court for the still meet the first part of the exempt test—the
Northern Kentucky University Eastern District of Texas, which found the rule salary threshold. Remember that businesses will
Chase College of Law. He is invalid (the U.S. Court of Appeals for the Fifth be able to satisfy up to 10 percent of the new
a licensed funeral director/ Circuit later dismissed DOL’s 2017 appeal). salary amount through other nondiscretionary
embalmer in Ohio and West payments—such as commission.
Virginia and is admitted to
Increased Levels Review all exempt employees to make sure
practice law in Ohio, Kentucky,
In the final rule, which is set to go into effect on they satisfy the duties test within any of the
and Virginia.
January 1, 2020, DOL is raising the “standard categories, including executive, administrative,
As principal of Lemasters salary level” from the currently enforced level of professional, and outside sales. Remember that
Consulting, a deathcare $455 per week to $684 per week (this is a jump when classifying employees, the actual duties of
consulting company, Poul from the current $23,660 per year to $35,568 the employee control—not the title of the em-
Lemasters offers ICCFA
per year). ployee. While not a complete list of duties, con-
members in good standing
The final rule is also raising the annual com- sider the following for each of the categories:
a free one-hour consultation
relating to cremation; in pensation requirement for “highly compensated 1. Executive - The employee’s primary duty
addition, members are entitled employees” from the current level of $100,000 must be managing the enterprise or man-
to a free GPL review to check per year to $107,432 per year. This change al- aging a customarily recognized department
for Funeral Rule compliance. lows employers to use nondiscretionary bonuses or subdivision of the enterprise.
and incentive payments (this includes commis- 2. Administrative - The employee’s primary
sion) to satisfy up to 10 percent of the standard duty must be the performance of office or
salary level. non-manual work directly related to the
While the final rule has raised the salary management or general business opera-
threshold, it did not change any other exempt tions of the employer or the employer’s
qualifications. To qualify as exempt from over- customers.
time, an employee must meet two qualifications: 3. Professional - The employee’s primary duty
(1) the employee must be compensated at or must be the performance of work requiring
above the FLSA’s standard salary level (as set advanced knowledge, defined as work that
forth above); and (2) the employee must work in is predominantly intellectual in character
a qualified status, including executive, adminis- and includes work requiring the consistent
trative, or professional. exercise of discretion and judgment;
The update in the rule did not change or alter 4. Outside Sales - The employee must be cus-
the job duties test to qualify under any of the tomarily and regularly engaged away from
classifications; so the second part of the exemp- the employer’s place or places of business.
tion, the qualified status, remains the same. For a complete list of duties, refer to Fact
Astral
_____________ Ivory Rose
a tour de force
Clair
Alex
Value, quality and service from leading names in the funeral industry.
The Wilbert Group welcomes Astral to the family.
M
emphis was the site of the 2019 Pet Among the many sessions were:
Loss Professionals Alliance (PLPA) • “Knowing Your Numbers,” an incredibly
College. Deemed a success by the informative session by David Nixon on
attendees and vendors, alike, the college was understanding the financial health of an
filled with powerful networking sessions, robust organization.
learning opportunities, and best-practice shar- • “From Flood to Fires” with Jodi Clock and
Coleen@TwoHeartsPetLoss ing with the eight vendor partners who partici- Roberta Knauf, who looked at the impor-
Center.com pated in the event. tance of having a disaster plan for a pet
As a first-time attendee, Charla Harger, operation.
Coleen A. Ellis is an
internationally sought-after
general manager of Gracious Paws Tribute Center • Nicole Wiedeman with Dead Ringers
and Crematory, wasn’t sure what to expect. “I en- knocked the attendees socks off with her pre-
speaker on the topics of pet
joyed the PLPA Conference! It was my first time sentation, “What’s Your First Impression?”
loss and grief. She is the
founder and past co-chair of to attend so I was … greatly impressed with the Listening to actual phone calls made to pet
the Pet Loss Professionals sessions that were offered and the vendors that operations made everyone realize just how
Alliance and past president of attended,” Charla said. “The time spent with other important that first impression can be. Many
the International Association of ‘pet people’ was a great encouragement to me ideas were shared on how to improve first-
Animal Hospice and Palliative moving forward with our pet services and tribute call etiquette to ensure phone shoppers are
Care. Coleen founded Two center here in Victoria, Texas. The contacts made treated with patience and compassion.
Hearts Pet Loss Center in have been great and the support from PLPA lead- • Peggy Hoyt shared an update on pet trusts.
2009 to guide people in ership is greatly appreciated.” Every pet loss operation should have work-
providing meaningful pet PLPA chair Roberta Knauf was proud of ing knowledge in this area, as it is an amaz-
deathcare services in their
the changes she’s noticed over the years. “It’s so ing marketing idea for pet lovers and pet care
communities. Also, in 2009,
exciting to see the evolution of the PLPA College,” professionals!
Coleen received the first Death
and Grief Studies Certification Roberta said. “We’ve really come a long way in • Speaking on the legal nature of pet loss
specializing in Pet Loss the variety of presentations we offer, thanks to operations, ICCFA General Counsel Poul
Companioning and released input from our attendees. PLPA is committed to Lemasters always delivers. Updates on pet
her first book, Pet Parents:A offering sessions that really tackle some of the loss issues and foresight into what’s brewing
Journey Through Unconditional tougher issues our attendees face as they run their in the pet industry had attendees taking
Love and Grief. Coleen is pet loss businesses.” copious notes to prepare themselves in this
certified in Thanatology The 33 attendees to the 2019 college walked aspect of running a business and working
and is a Certified Pet Loss away with learning immediately applicable to with pet parents and veterinary professionals.
Professional. their operations, whether they happened to be in Work has begun on the 2020 PLPA College to
start-up mode or in existence for many years. be held in Memphis July 15–17. Using feedback
from past attendees, as well
as from those looking to at-
tend next year, the agenda is
already shaping up to include
even more learning, network-
ing, and practical application
with a variety of site visits to
local pet loss operations.
“We know the content and
the education for 2020 is go-
ing to be what every pet loss
operation wants to know,”
Roberta added. “Existing or-
ganizations to new business-
es, this will be the conference
to attend.” ❑
With E-Pay as part of the turnkey SRS technology suite, we can help
take your funeral home into the modern era!
N
o pet parent wants to think about his or In 2020, consumers’ expectations will be even
her pet dying. If you attempt to educate higher than ever before with millennials having
a pet owner beforehand, you may be met officially overtaken baby boomers in the U.S.
with a “don’t go there” evil eye, or a “how dare workforce. Why is that information important?
you imply my pet is old” look. And the pet parent Research has shown 87 percent of millennials
might simply ignore your efforts. As pet loss believe that the success of a business should be
professionals, we walk a fine line with pet parents measured by its impact on the world. As a result,
who are in denial. we need to ensure our customers are having a
Many of us have been involved in pet crema- positive experience with us from every point of
tion for years (longer than we’d sometimes like communication—from the first phone call or
to admit), but some of us are new to the pet loss email to the follow-up survey.
katie@heartscompanion.com industry, specifically to the Pet Loss Profession-
als Alliance (PLPA). No matter how long you’ve Refining Your Purpose
After a lengthy career in been in the business, the challenge is connecting The key to marketing our businesses in the future
advertising, Katie Koewler, with pet parents prior to a pet’s passing. There are is to always show the “why we do what we do”
CPLP, found her calling in
some well-practiced ways regarding pet loss ed- in every communication. How do you make this
the pet loss profession. She
ucation and memorialization, but there are some happen? Begin with your employees. They are
is a founding member and
visionary of Heart’s Companion key marketing tactics applicable to all industries your brand ambassadors. Empower them to posi-
Pet Memorial Center, a leading that I will cover in this article. tively engage with customers in an authentic way.
force in honoring the life shared Evaluate the customer experience at your own
between pets and their families, Refining Your Listening Skills company by assuming the role of a customer. I
and an active member of the Pet parents are looking for a captive audience recently discovered at our own company, Heart’s
PLPA. Katie serves as director to listen to their personal stories. They want to Companion Pet Memorial Center, how we could
of marketing for Heart’s be the focus, and the only focus. We as pet loss improve our communications with the end
Companion and is certified in professionals should be aware of that fact in our consumer, as well as tighten up some policies and
pet loss & grief companioning communication with them. We need to hire em- procedures. If you don’t have the time to evaluate
ployees who will give their undivided attention the customer experience at your own company,
to these pet parents and authentically show a true it’s best to use a third-party.
concern for these individuals.
Ask yourself these questions: Refining Your Marketing Strategy
• Are your employees actively listening to your So what’s ahead in marketing trends for 2020?
clients or are they just hearing what they Well, it still includes live videos. In fact, they’ll
have to say? become even more prevalent. Artificial intelli-
• Are they taking notes on every call they gence (AI), such as digital assistants & chatbots,
receive from a pet parent? will be key, as 50 percent of search queries in
• Are they writing down their personal inter- 2020 will be voice searches (i.e., Amazon’s Alexa,
actions with the pet parent after that pet par- Microsoft’s Cortana, Apple’s Siri, and Google
ent comes to retrieve the pet after cremation? Voice Search).
• Do you provide your employees with a cus- Sites like Google and Facebook are constantly
tomer relationship management program to changing their algorithms, so make sure you’re
retain client information in case a pet parent refreshing your website, as this will help you with
calls on your services again? AI. Is your website set up to respond to simple
Keeping track of these nuggets of valuable voice searches? To get featured in voice search-
information will help you reach the modern 2020 es to address users’ queries, you’ll need clear,
consumer. concise, written content that answers the question
being asked.
Refining Your Social Responsibility
Consumers want to see the value of their experi- Keyword Strategy
ence, so marketing your business is going to be Make sure your website has long-tail keywords.
a whole new world in 2020. The 2020 consumer So, what are long-tail keywords? If you type
wants to work with a business that is clearly giv- “shoes” in your Google search, you’ll come up
ing back to society in meaningful ways. Today’s with almost eight billion results. However, if you
and tomorrow’s consumers are looking for social type in “athletic shoes,” you’ll yield almost 600
responsibility and transparency. million results.
Call
321.282.7357
www.uscremationequipment.com • info@uscremationequipment.com
M
aybe you’ve never even heard of a ward-thinking businesspeople in deathcare are
“smart speaker,” much less used one. always looking for an edge.
Perhaps you’d be shocked to learn But let’s face it: They comprise a minority. As a
that people can make phone calls, check their whole, deathcare remains well behind the eight-
emails, and monitor their pulse rates all on a ball on accepting and leveraging the incredible
welton@ringringmarketing.com wristwatch. power of innovation.
It’s possible you have no idea that people can That’s especially true of the Internet of Things
WELTON HONG is the founder set their own home’s temperature from around (IoT), which refers to the billions of physical
of Ring Ring Marketing® (www. the world, simply by using an app on their phone devices worldwide that are connected to the
funeralhomeprofits.com) and
(or on the aforementioned watch). internet, collecting and sharing data.
an expert in case generation
And it’s conceivable you can’t conceive the no- At this very moment, IoT is reconfiguring the
from online to the phone line.
He is also the author of Making tion of 1,000 other technological wonders being way life (and business) is done worldwide, yet
Your Phone Ring with Internet used right now by average people across America many people reading this article right now are
Marketing for Funeral Homes. and the world. just learning about the term for the first time.
Even though I’ve written about it before. In fact, I
Don’t Overthink It wrote about it in this very magazine!
As deathcare professionals, you’ve almost certain- This isn’t the first time I’ve tried to open
ly heard of some of these technologies. You might people’s minds to the fact that virtually all the
know how affordable and convenient they’ve gadgets (sans transporters) from the original Star
suddenly become in the last couple of years. You Trek series actually exist right now. But I feel the
might even use a couple of them yourself. need to hammer on it again:
But if you’re like the majority of people I meet Yes, teenagers and twentysomethings are using
in deathcare—and my apologies to those of you these technologies like crazy. But so are a whole
who don’t meet this description—you don’t think lot of people in their thirties and forties. And so
modern technology really applies to your audience. are a surprising number in their fifties and sixties.
Here’s what I mean: You know modern life is And just in the past year, we’re seeing massively
full of all sorts of cool doodads and gizmos, all increased adoption by people in their seventies
of which are currently connected to “the cloud,” and even eighties.
but you don’t think many of these items are really Deathcare and high-tech don’t make for an
being used by the age demographics you target odd mix. In fact, given all the ways new tech-
for deathcare services. nologies assist people with sight, hearing, and
The prevailing notion, if we’re all being honest mobility challenges, every major analyst in the
here, is that your audience is just too old for such field anticipates skyrocketing growth among
things. seniors.
If you’re a funeral home owner provid- It’s time for everyone in deathcare—not just a
ing at-need and pre-need services, you’re not small group of visionaries—to realize the truth:
thinking about using tech to reach someone on The industry’s future is incumbent upon accept-
a cutting-edge smartphone, such as the Samsung ing and embracing the digital age.
Galaxy S10 or the iPhone XS Max.
If you’re a cemeterian, you’re not focused Smartphones and Smart Speakers
on how you can promote your perpetual care We all know some seniors—a grandmother or
services through a variety of digital processes. If grandfather, possibly a great aunt or uncle—who
you’re a cremation urn and jewelry vendor, you’re remains leery of technology. They’re fine with a
not considering how you can leverage these new landline and an old-school answering machine.
tech innovations to sell your wares. Maybe they use a mobile phone, but it’s an old
Again, it seems like a good idea to clarify flip phone, and they have it “in case of emergen-
that I’m not referring to everyone. Just like there cies.” You’ve never received a text from them, and
are early adopters for tech devices, some for- you never will.
to
Goodbye
by Susan Cushing
‘Closure’
Grief
in
by Alan D. Wolfelt, PhD
I
N THESE CONTEMPORARY TIMES, you may be led to believe that you need to
achieve “closure” after the death of someone in your life. As a matter of fact, you may have
already experienced someone approaching you and asking, “Have you had closure yet?”
In fact, “closure” as an end goal in grief is such a common misconception that many people
have thoroughly internalized it. If we don’t challenge this misconception, we are at risk for
considering it a given—and we will no doubt struggle when we find that we’re unable to cross
the mythical finish line. Why aren’t we reaching closure? Is there something wrong with us?
In our society, for a multitude of reasons, we may is no discrete end point. Just as love goes on, so, too,
lose patience with our grief when we really need to be does grief.
self-compassionate because of: While it is true that when someone we love dies,
• Our need to try to put a happy face on things the death ends our experience of live, bodily presence
even when we should have proper sorrows of with that person, but our love for that person and our
the soul; missing that person go on. As the body is being laid to
• Our lack of understanding of the role of hurt, rest—an event that is sometimes associated with “clo-
pain, and suffering in the healing process; sure”—we are just getting acquainted with our grief
• A desire for instant gratification; and our needs of mourning.
• Short social norms for mourning; But there is hope! There is something we can work to
• A lack of knowledge about grief and the need to experience in our grief. When we actively mourn—by
mourn; and taking our grief from the inside to the outside, we are
• The inappropriate application of linear working toward healing. We are moving and changing.
timeframes. Over time and with the support of others, to mourn
actively and regularly is to find ways to integrate loss
Closure: The Impossible into our continued living. Remember that our grief
For too many people, closure means leaving grief be- comes with us; we don’t “leave it behind.” There is no
hind and “putting the past in the past.” Sadly, it often closure, but there is what I call “reconciliation.”
reflects how people around you want to “move on
with life,” even to the extent of inviting you to deny or Reconciliation Instead of Closure
ignore your grief entirely. Reconciling our grief means integrating our new real-
Yet, when someone precious dies, this inappropriate ity of a life without the physical presence of the person
goal of closure is not only impossible but undesirable. who died. Not just surviving, but really living, even
Just think: If we so completely detached from our life thriving. It typically takes months and years of hard
losses, we would not only close the door on the pain, we work to get there.
would cut off our connection to those who go before us. You very slowly, with no rewards for speed, begin
No, nothing is wrong with us. What’s wrong is the to perceive a life different from what you had planned,
goal of closure. The truth is that we as humans do not a life where you are able to acknowledge the death
get over grief. There is no shutting the door. There is while remembering the life. We are well-served to
no tidy resolution or total sense of completion. There remember that it is a cliché to say, “Time heals all
have resulted from the loss of your relationship. Of course, you will also take steps backward from
• The acknowledgment that the pain of loss is an time to time on the path to healing, but that is to be ex-
inherent part of life resulting from the ability to pected. Keep believing in yourself. Recommit each day
give and receive love. to your quest to reconcile your grief and have hope that
you can and will come to live and love fully again.
Reconciliation Requires Time I hope you’ll join me in my efforts to put closure
Reconciliation does not happen all at once. Instead, on the use of the word “closure” in grief. The next time
it emerges much in the way grass grows. Usually, we someone asks whether you are reaching closure, tell that
don’t check our lawns daily to see if the grass is grow- person that there’s no such thing. The conversation that
ing, but it does grow, and soon we come to realize that ensues will help both of you—and our world. ❑
it is time to mow the grass again. DR. ALAN WOLFELT serves as director of the Center
Likewise, we don’t look at ourselves each day as for Loss and Life Transition and is a member of the Taps
mourners to see how we are healing. Yet we do come Advisory Board. He has written many books that help
to realize, over the course of months and years, that we people mourn, including Healing Your Grieving Heart After
have come a long way. a Military Death (coauthored with Taps President Bonnie
One of my greatest teachers, C.S. Lewis, wrote in A Carroll). Visit www.centerforloss.com to learn more about
Grief Observed about grief symptoms as they eased on grief and to order Dr. Wolfelt’s books.
his journey to reconciliation. “There was no sudden,
striking, and emotional transition,” he wrote. “Like the
warming of a room or the coming of daylight, when
you first notice them, they have already been going on
2020 ICCFA Annual
for some time.” Convention & Expo
On the path to healing, there usually is not one
great moment of “arrival” but rather myriad subtle Don’t miss Dr. Alan Wolfelt,
changes and small achievements. It is helpful to have Tuesday, March 31
gratitude for every small step along the way.
If you are beginning to taste your food again, be KEYNOTE: “Exploring the Significance of
thankful. If you mustered the energy to meet you Permanent Placement: Understanding and
friends for lunch, be grateful. If you finally got a good Teaching the WHY”
night’s sleep, rejoice.
A Eulogy
by Andy Lopez
Many of you know the fun loving, loud laughing, disruptive contrarian, sushi loving,
sake drinking, lovable teddy bear, and dedicated SCI employee, Scott R. Sells.
Scott, the “life of the party”: When I say the “life of It wasn’t because he was the one doing all the partying,
the party,” I need to elaborate, because Scott was it was because everywhere we went, people gravitated to
about a lot more than partying. him and wanted to be around him.
I’ve traveled all across the U.S. with Scott, and no matter You see, one of the things that was very special about
where we would be, people would come and sit with him, Scott was his uncanny ability to walk in to a room and com-
talk with him, and drink with him. mand the attention of everybody in it—with just his laugh.
Scott, the leader: Scott was not just a guy who knew
his stuff; it went beyond that. He was a determined
coach who was focused, who wanted to win
championships, and who demanded the very best of
his people every single day.
Scott loved the book, The Art of War, and there’s a great And he was so proud to tell us about his wife, Lina, and
quote in the book that really embodies how he led: how intelligent she was, her decorating skills, and how
“Victorious warriors win first, and then go to war”—Tzu beautifully she played piano.
Anyone who has ever worked with Scott in this this
profession I’m sure has heard him say, “You’re not ready.” Scott, the friend: One of Scott’s greatest gifts was his
He meticulously coached you, trained you, and developed ability to connect with people and become friends.
you, so you would be prepared for whatever came your way. I’ve received hundreds of messages from people
Scott developed leaders and showed them how to win. on social media, people I’ve never met, who were
Now some of his methods may have been confusing touched at some point by his friendship.
and frustrating and absolutely maddening at times. But he Scott had this way of making every single person he met
was the master of strategy—politically and mentally. feel like he or she was a friend. It didn’t matter how many
times he had met them, or how much time he had spent
Scott, the brother: He’s a brother to many of us with them, he had this gift for connecting with people and
because his loyalty went beyond work. He took being memorable.
the time to invest in people because he cared And he was the one friend I could communicate with
about them. non-verbally because our bond and the time we spent to-
Scott wasn’t just a leader to me, he was my best friend. He gether was unmatched by any other friendship I’ve ever had.
was my confidant, he was my resource for logic, he was my This isn’t just a personal loss for so many of us, this is a
shrink, and he was my protector. loss that changes us and will change the world of funeral
You can question a man’s character all day long, but you service as we know it.
can’t question a man’s loyalty. His impact was truly that big.
Loyalty, Camaraderie, Honor—these words were his Scott lived his life the way he wanted. And he wouldn’t
Motto. have been happy living it any other way. He was someone I
With Scott, you could always be honest, because like a admired dearly and will miss every day for the rest of my life.
true brother, he would coach you through your failures, he I’ll leave you with this quote from one of Scott’s favorite
was there for you when you cried, and he would pick you idols, John Wayne:
up when you fell. “I have tried to live my life so that my family would love me
His love was so big, it wrapped around the globe. and my friends respect me. The others can do whatever the
I am better today than when I first met Scott, because I hell they please.”
trusted him to guide me the right way. ANDY LOPEZ, regional vice president of sales (Western/Pacific),
StoneMor Partners, LP, delivered the eulogy at Scott’s service.
Scott, the family man: That brotherhood he instilled in
us and that blind trust we placed in him has given us a Donations for the Sgt. Scott R. Sells Memorial Scholarship
huge responsibility, and that responsibility is to look can be sent directly to Save the Brave to support a
after his family now. scholarship in his name for qualified veterans or children of
He was extremely proud of his daughter, Isabella, and veteran families. Visit https://savethebrave.org/donate-2/
always spoke about how she reminded him of himself.
I
have been introduced to and have worked
with thousands of funeral and cemetery
professionals across the globe. Every so
often, I have encountered a person who
leaves such a lasting impression and exhibits
such high qualities of character, mission, and
substance that an immediate impression of
admiration and respect is created.
Scott served his ICCFA presidency the year after mine Scott’s laugh filled the room and made
and we worked closely together those two years. Scott everyone feel comfortable. But the truth is it
was always seeking advice and input from others and wasn’t just his laugh, it was his actions. Taking
would utilize what he learned to tackle any opportunities the time to invite you in; making you feel a part
and situations. He was a proud veteran and American of the bigger picture. Shelby knows first-hand
and it showed, not only through his actions but through that it was Scott who would always be one of
his voice. I always loved going to an Irish bar with Scott the first people to yell across the room and
and listening to him sing every word. He will be truly invite both of us to come over, sit down, and
missed; but remember that memories last a lifetime. share. He brought everyone together.
—Mike Uselton —Poul Lemasters, Esq.
Education
International Grief Institute, an edu-
IS NOW
cational consulting firm that provides
professional training to the funeral and
bereavement industry, has announced a
www.myKeeper.com new certification for funeral professionals.
1-844-970-7900
Accredited by the Academy of Profession-
al Funeral Service Practice, the Certified
Aftercare Specialist™ is an innovative pro-
PROUDLY MEMORIALIZING MILLIONS OF VETERANS gram designed to give funeral profession-
For the U.S. Department of Veterans Affairs
als the training, tools, and templates they
need to extend the continuity of care. The
certification focuses on evidence-based
best practices in aftercare, how to create
Pet Systems
Unity Financial Life Insurance Company, More than 300 members and guests of Se-
Cincinnati, the national pre-need insur- lected Independent Funeral Homes gath-
ance and funeral trust sales leader, raised ered at the JW Marriott Resort in Nashville
$21,537.50 for United Way of Greater for the association’s 2019 Annual Meeting,
Cincinnati’s fundraising campaign. This is September 23–26. With a focus on leader-
an increase over last year of 7.44 percent. ship and staffing, the experience featured
Founded in 1964, Unity Financial Life is numerous educational opportunities.
an Ohio-based life insurance company,
currently licensed in 48 jurisdictions,
including the District of Columbia.
Human Systems
www.aquamationinfo.com
(317) 386-3500
200 Colin Ct. Danville, IN 46122
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36 ICCFA MAGAZINE December 2019 www.iccfa.com
ICCFA June 2/3 Page 4.5” x 10”
Funeral Directors
Life is proud to
announce the
addition of Mike
Kachenmeister as
market center
manager for North-
west Ohio. Mike
comes with a strong
background in the sales and insurance
industries. For more than 10 years, he has
honed his skills and maintains a proven
track record of success through hands-on
involvement and results-focused strategies.
Renee Bays
Lockhart has
been appointed
president of
Heritage Part-
ners (HP). As
president of HP, Renee will oversee one of
the largest and fastest growing deathcare
platforms in the country. She will continue
to serve as chief financial officer of
Heritage Partners. Renee was selected for
inclusion in the 2001 40 Under 40 class
featured in The Business Journal of
Tri-Cities Tennessee/Virginia.
www.kryprotek.com
mb@kryprotek.com 800.826.9406
w w w. k r y p r o t e k . c o m
One way valve
prevents gas build up 800-826-9406 Krypturn with
Kryprotek
Krypturn with
Bag & Tray
’s
®
band ring. Please make sure your screen Bogati Urn Company William (Bill) Elam, a retired attorney who
is connected to Wi-Fi in order to receive has debuted a new lives in Kentucky, the mecca of the
the update. Additional printed copies may cremation jewelry bourbon industry. With the understanding
be purchased for a small fee. Branding the catalog. This updated that old bourbon barrels can’t be re-used
images with your funeral home’s logo and version, Volume 19, for bourbon, Elam had the idea of making
relevant directory information is optional. features the compa- one-of-a-kind urns from someone’s
To order, please contact New Memorials ny’s most recent favorite bourbon brand. Visit www.
Direct at 1.877.995.8767 or visit www. selection of bogatiurns.com for more information.
NewMemorialsDirect.com. high-quality stainless
steel cremation Honors & Recognition
jewelry, including pendants, lockets,
bangles, and keychains. That selection now
offers hundreds of designs, from classic
options to those more modern and
Concept Caskets, manufacturer of contemporary in the latest fashion colors.
wooden caskets, is offering a product Many are brand new this year. Print
better-suited to direct cremation—the versions of the new 24-page catalog are
multifunctional funeral tray. This one available by calling 941.751.3382 or Homesteaders Life Company, a national
contributes to the experience of the fami- requesting online at www.bogatiurns.com/ leader in pre-need funeral funding, has
lies and increases profitability of minimum catalog. An online version of the catalog is been named among the top 15 workplaces
funeral services proposed. The funeral tray available. in Iowa. This is the fifth consecutive year
was created to allow preparation of the Homesteaders has been named a Top Iowa
deceased, as well as having a brief moment R&S Designs Workplace.
for a last goodbye with dignity before now offers
proceeding with body layout. Contact Jean “quick ship”
Francois Houde at 800.463.9515 or visit personalized,
www.funeraltray.com. niche name
plaques.
Because personalization and uniqueness Park Lawn Corporation has been rec-
lead to increased sales, R&S has intro- ognized as a TSX Top Performer. Listed
duced a new small name plaque or name among 30 companies with strongest share
card, which fits inside a glass front niche. price appreciation in recent years, PLC
The name card when placed alongside an provides goods and services associated
urn adds honor and identity. The card with the disposition and memorialization
comes in a choice of two stone colors. of human remains.
Choose 2 lines of text and a logo design or
4 lines of text. The logo could be a stan- Events
dard design, such as a cross, cemetery
emblem, or a customized design. For more
information, call Cressy Memorial at
866.763.0485 or email maryanne@
cressymemorial.com.
New Memorials Direct is pleased to
announce the availability of its jewelry in Bogati Urn
14K Solid Rose Gold as well as 14K Solid Company has
Yellow or White Gold. This new option announced an In celebration of the restoration of the
will be available for cremation jewelry as exclusive home once belonging to the Menand
well as personalized jewelry items. Solid partnership Village’s namesake and once world-famous
rose gold and rose gold-filled chains will with Forever horticulturist, Louis Menand, Albany
be available separately to pair with any rose Aging™, the Diocesan Cemeteries hosted a garden
gold pendant. These items will be made-to- manufacturer of party on September 19 on the grounds of
order with the standard solid gold four– to miniature the Louis Menand House built circa 1846.
five-week lead time, and pricing will match wooden barrel urns intended for those The Menand House and 3½ acres were
the existing solid gold costs. who love(d) whiskey, wine, beer, and purchased by St. Agnes Cemetery in 2016.
anything else aged in a barrel. The Forever It now serves as the central administrative
Aging barrel urn is the inspiration of office of Albany Diocesan Cemeteries.
“CARRYING ON
DAD’S LEGACY
WAS MY PASSION.
FINDING THE
RIGHT PARTNER
TO HELP DO THAT
WAS A PRIORITY.”
My dad worked his entire life to build a funeral Foundation Partners, I immediately knew
home that loved and served our community. they were family-focused, understood what
I wanted to honor his life’s work and keep his a successful succession plan looked like, and
dream alive. To do that, I knew I needed help desired to keep our current team in place. If
growing the business and staying ahead of my dad were here today, I’m confident he’d be
our competitors. When I started to consider proud to see his legacy carried on by a company
retirement, I knew putting the right succession invested in his life’s work and the families we
plan in place would be key. After meeting continue to support in our community.
Over 160 friends and supporters gathered 1,000 lbs. It will eliminate the previous them with JCG’s four core areas of focus:
to enjoy food and drinks on the grounds of need to rely on a third party to serve customer service, workplace, marketplace,
the Menand House before boarding a trol- families. The new office complex is 32,000 and financial stability.
ley to nearby Founders’ Hill in Historic square feet.
St. Agnes Cemetery to watch four upbeat
and amusing skits by Albany Civic Theater, Graduations
highlighting some of the notable people
interred in the cemetery. All proceeds
from the event went to the restoration and
beautification of the Menand House and
surrounding grounds.
-John P. Brooks
ICCFA News
I CC FA M E M B E R S H I P B E N E F I T S P OT L I G H T:
Life Line Screening
Take preventive action toward your health for the New Year! Life Line Screen-
ing provides health screening services that are designed for early detection
of potential life-threatening conditions. In a little more than an hour, you can
receive a non-invasive screening for risk factors that may lead to stroke, heart
attack, and more. For only $135, ICCFA members can receive the following four
screenings:
• Carotid Artery (identifies plaque in the carotid arteries that can cause a
stroke)
• Abdominal Aortic Aneurysm (scans for bleeding in the abdomen)
• Atrial Fibrillation (monitors for an irregular heartbeat that can cause a
stroke)
• Peripheral Arterial Disease (looks for reduced blood flow in the feet and
legs that can cause gangrene)
Life Line Screening has a staff of healthcare professionals who use the
latest technology to provide hospital-quality preventive screenings, followed
by a review of your results with a board-certified physician. Call 1.866.672.8151
today to find a screening location near you.
To see more membership benefits and services, visit http://users.iccfa.com,
log-in with your username and password, and then click on Member Discount
Programs.
M E M B E R S H I P O U T R E AC H CO R N E R :
Report from the 2019 NJSFDA Convention & Expo
by Cindy R. Hinton, ICCFA Membership Manager
ICCFA’s Educational Foundation awarded a record number of scholarships that made it possible for 50 sales professionals to attend the 2019 DEAD Talks
Sales Conference.
sponsors!
for
Also TS
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