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Casket & Shipping 2011<br />
www.southernfuneraldirec<strong>to</strong>rmagazine.com<br />
From Our Door<br />
<strong>to</strong> Your Door...<br />
Wishing You the Warmest<br />
Holiday Season and<br />
a Joyous New Year<br />
Business at the Speed of Light - Gary O’Sullivan<br />
Baby Boomers: <strong>The</strong> Economy Changes Even<br />
<strong>The</strong>ir World - Larry Mering<strong>to</strong>n<br />
Succeeding in a Changing World - Joe Bar<strong>to</strong>lacci<br />
SFD Visits Genesis Casket Company - John Yopp<br />
Top 10 Things <strong>to</strong> Consider When Dealing With<br />
<strong>Funeral</strong> Shipping - Angela Berwald<br />
Forms vs Function: Perfecting Your Forms With<br />
Function - Poul Lemasters<br />
Tall Tales From Bob Fells<br />
Non-Terrestrial Memorialization - Nothing<br />
Wasted Part II - Oscar Rios<br />
Heritage Resources: Are You Selling Any -<br />
Glenn Toothman<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 1
<strong>The</strong> Federal MKT Stratford...Intelligent by Design.<br />
<strong>The</strong> commercial-size rear <strong>casket</strong> door features a<br />
rear-view camera, a 130-degree hinge, and a rear load door<br />
opening that measures 48-inches wide and 39.5-inches high.<br />
Standard interior features on the<br />
Federal MKT Stratford include the following:<br />
• Heated and cooled front seats<br />
• Intelligent Access with push but<strong>to</strong>n start<br />
• 8-inch Touch Screen with audio and climate controls<br />
• SYNC ® In-car Connectivity System, and much more…<br />
<strong>The</strong> rear side doors are 49-inches long and provide<br />
a large, spacious opening <strong>to</strong> the church truck,<br />
spare tire and umbrella s<strong>to</strong>rage compartments.<br />
<strong>The</strong> newest and most refreshing Federal funeral coach yet! <strong>The</strong> Lincoln MKT Stratford is built on the next-generation<br />
Lincoln professional vehicle chassis that features all-wheel-drive, heated and cooled front seats, rear back-up camera,<br />
and more. Combine these base chassis features with Federal’s intelligently-designed coach features,<br />
and you get what’s soon <strong>to</strong> become the most popular Lincoln funeral coach ever!<br />
PROUDLY FEATURES<br />
2<br />
800/292-6210 • WWW.FEDERALCOACH.COM<br />
VEHICLES<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
Casket & Shipping Issue novEMBER 2011<br />
Alliance/<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r<br />
<strong>The</strong> National <strong>Funeral</strong> Service Journal with a<br />
<strong>Southern</strong> Accent Since 1919<br />
Celebrating 92 Years of Service <strong>to</strong> the<br />
Industry<br />
Vol. 167 No.8<br />
POSTMASTER:<br />
Please Notify us of address changes<br />
by form 3579 <strong>to</strong>:<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Magazine<br />
P.O. Box 768152<br />
Roswell, GA 30076<br />
404-513-9405 | www.sfdmagazine.net<br />
Features<br />
4 Notes from the Edi<strong>to</strong>r - Guest, Katie Mueller<br />
8 Business at the Speed of Light<br />
12 Baby Boomers: <strong>The</strong> Economy Changes Even<br />
<strong>The</strong>ir World<br />
16 Succeeding in a Changing World<br />
22 A Visit <strong>to</strong> Genesis Casket Company<br />
32 Top 10 Things <strong>to</strong> Consider When Dealing with<br />
<strong>Funeral</strong> Shipping<br />
33 Form Versus Function Perfecting Your Forms<br />
With Function<br />
36 Tall Tales from Bob Fells<br />
38 A Brief His<strong>to</strong>ry of Early Non-Terrestrial<br />
Memorialization: Chapter Two – Nothing Wasted<br />
News Releases<br />
6 Florida Cemetery, Cremation & <strong>Funeral</strong> Association<br />
Endorses Eagle’s Wings Air<br />
19 “Cake Boss” Helps Matthews and Pon<strong>to</strong>ne Family<br />
Celebrate 80 Years in the Casket Business<br />
20 Thacker Expands Selection of Economical<br />
Personalization Options<br />
26 Master Grave Service adds Full Line of Signet<br />
Supply Metal, Hardwood and Cremation Caskets<br />
26 Johnny McClurd Joins Master Grave Service<br />
28 Cus<strong>to</strong>m Casket<br />
29 Cus<strong>to</strong>m Air Trays<br />
31 Service Casket Company<br />
40 C.J. Boots Casket Company Launches New<br />
Casket Line at World’s Largest Annual <strong>Funeral</strong><br />
Service Convention and Expo<br />
42 Heritage Resources: Are you selling any?<br />
Departments<br />
45 Classifieds<br />
45 Ad Index<br />
Published by:<br />
Extreme Designs, LLC.<br />
P.O. Box 768152<br />
Roswell, GA 30076<br />
Contact us by email:<br />
johnyopp3@aol.com<br />
<strong>The</strong> appearance, reference or advertisement<br />
of any product or service in the publications<br />
shall not be deemed an approval or<br />
endorsement of these products or services<br />
by the <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Magazine,<br />
or the owners therof. This publication cannot<br />
be responsible for the return of unsolicited<br />
material.<br />
John Yopp<br />
Edi<strong>to</strong>r/Publisher<br />
Subscriptions/Classifieds<br />
Accounts<br />
johnyopp3@aol.com<br />
Ed Horn<br />
Associate Publisher<br />
ehornesq@openonline.net<br />
917-642-6266<br />
Elli Morris<br />
Staff Writer<br />
elli@wackopho<strong>to</strong>.com<br />
Ashley Eberhardt<br />
Design/Layout<br />
ashley@georgiaprinters.com<br />
For Advertising and Edi<strong>to</strong>rial Information,<br />
Contact John Yopp:<br />
404-513-9405<br />
www.sfdmagazine.net<br />
johnyopp3@aol.com<br />
Please check out our new website at<br />
www.southernfuneraldirec<strong>to</strong>rmagazine.com<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 3
My name is Katie Mueller. I am a licensed funeral direc<strong>to</strong>r and a memorial<br />
counselor at St. Michael’s Cemetery. When asked what I do for a living, most<br />
people are confused and don’t understand. Why would somebody so young,<br />
with no connections in the industry be interested in that kind of career? <strong>The</strong><br />
funeral industry is very challenging and rewarding at the same time because<br />
of the unique circumstances it presents. To be able <strong>to</strong> make grieving families at<br />
peace with the decisions they are making <strong>to</strong> memorialize their loved one is one<br />
of the most powerful, rewarding things you can do. It does become very difficult<br />
and demanding at times. People do not realize all that goes in<strong>to</strong> a funeral. <strong>The</strong><br />
labor, tasks, deadlines, and expectations that have <strong>to</strong> be met, <strong>to</strong> insure every<br />
family grateful for your work. As a funeral direc<strong>to</strong>r, you develop a relationship<br />
with these families.<br />
You cater <strong>to</strong> every family you service, as if they were your own. <strong>The</strong>y put their<br />
trust in you <strong>to</strong> honor and respect their loved one. This job is not for everyone.<br />
It is a true calling <strong>to</strong> be a funeral direc<strong>to</strong>r. <strong>The</strong> distress families are in when they come for your services are<br />
challenging <strong>to</strong> deal with. Someone has been taken away from them, and it is up <strong>to</strong> you <strong>to</strong> so in a lasting and<br />
peaceful manner. It is my obligation <strong>to</strong> put a family at ease in such difficult situations. By my doing so respectfully<br />
and in a professional manner while expressing compassion and understanding families know I am taking care of<br />
their loved one which makes it all worth it.<br />
While I am a funeral direc<strong>to</strong>r, I am also a memorial counselor at St. Michael’s Cemetery. An amazing opportunity<br />
opened up for me <strong>to</strong> work at St. Michael’s three years ago and I decided <strong>to</strong> go for it! This opportunity allows me<br />
<strong>to</strong> literally experience all aspects of the funeral industry from beginning <strong>to</strong> end. While most of the day involves<br />
handling the sales of graves, mausoleum spaces and heads<strong>to</strong>nes I usually end up providing services that go well<br />
beyond day <strong>to</strong> day sales. Sometimes families come <strong>to</strong> me when they want <strong>to</strong> start planning for their future. <strong>The</strong>y<br />
often need guidance. Those are the easy days. Other times the need is more immediate and families are faced<br />
with the daunting task of making a loved one’s final arrangements.<br />
While the grief is fresh and weighing heavily on their minds it is my job <strong>to</strong> make handling these affairs as easy<br />
and stress free as possible. Families count on me <strong>to</strong> provide information that is suited <strong>to</strong> their needs trusting me<br />
<strong>to</strong> make suggestions that will honor their loved ones which grief permits them from rationally considering. I do not<br />
take this responsibility lightly and often find myself acting as their sounding board as they talk and reflect about<br />
their loss. I love what I do because I feel that I am given the unique opportunity <strong>to</strong> honor the lives of people and<br />
support the families that love them.<br />
Certainly dealing with death on a daily basis has an effect on my day <strong>to</strong> day personal life. It is very easy <strong>to</strong><br />
get attached <strong>to</strong> a family that you are working so closely with in such a sensitive situation. I had <strong>to</strong> learn how <strong>to</strong><br />
separate the two early on in my career. It is all about prioritizing! While my work is extremely important <strong>to</strong> me it<br />
is definitely a <strong>to</strong>p priority of mine <strong>to</strong> make time for my family and friends. Being in this business offers me daily<br />
reminders of how important it is <strong>to</strong> be happy seeking a fulfilling life.<br />
Katie Mueller<br />
Guest – Notes from the Edi<strong>to</strong>r<br />
Memorial Counselor<br />
St. Michael’s Cemetery<br />
4<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
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So What Is Bio Cremation?<br />
INDUSTRY NEWS<br />
Florida by: Paul Cemetery, Rahill, Matthews Cremation Division & <strong>Funeral</strong> Association Endorses<br />
Eagle’s <strong>The</strong>re has been Wings a long lead Airup <strong>to</strong> the final development<br />
of technology and necessary legislative changes required<br />
<strong>to</strong> allow forward progress on a new cremation process<br />
TALLAHASSEE,<br />
called “Bio Cremation.”<br />
FL - <strong>The</strong> Florida<br />
Bio Cremation<br />
Cemetery, Cremation<br />
utilizes a<br />
and<br />
high<br />
<strong>Funeral</strong><br />
pressure<br />
Association<br />
and high<br />
(FCCFA),<br />
temperature<br />
Florida’s<br />
cremation<br />
leading and<br />
chamber<br />
only<br />
association representing all sec<strong>to</strong>rs of the death-care industry,<br />
with a process called alkaline hydrolysis <strong>to</strong> reduce<br />
is proud <strong>to</strong> announce the recent selection of Eagle’s Wings Air<br />
human remains <strong>to</strong> their basic elements.<br />
(EWA) as the FCCFA Endorsed Partner for air transportation<br />
management services.<br />
Cremation by definition is reducing the body <strong>to</strong> its basic<br />
elements of bone fragments <strong>The</strong> through FCCFA Endorsed the use of Partner heat.<br />
CANA, <strong>The</strong> Cremation Association Program of represents North America, a carefully is<br />
the world’s largest and most selected respected group authority of suppliers on all<br />
things cremation. CANA has and progressively service providers defined who cremation<br />
as “the mechanical and/or are uniquely thermal positioned or other dissolution<br />
process that reduces offer human the FCCFA remains membership <strong>to</strong> bone<br />
<strong>to</strong><br />
exceptional fragments.” value. Bio While Cremation considering technology whether <strong>to</strong> select replaces Eagle’s the<br />
Wings use of Air, flame FCCFA’s with Board the utilization of Direc<strong>to</strong>rs of noted water, EWA’s blended innovative with<br />
and an trustworthy alkali solution reputation, of potassium its proven hydroxide airline and (KOH). aviation <strong>The</strong><br />
security human expertise, body placed and its in<strong>to</strong> advocacy a pressurized<br />
on stainless behalf of steel the entire cremation funeral<br />
efforts<br />
service chamber profession where within water and the alkali airline<br />
community. are au<strong>to</strong>matically “One of our added missions and is the <strong>to</strong><br />
identify<br />
temperature<br />
cutting<br />
is<br />
edge<br />
raised<br />
solutions<br />
<strong>to</strong> 350°F.<br />
which<br />
support<br />
Water,<br />
the<br />
alkali,<br />
ability<br />
high-heat<br />
of our members’<br />
and highpressure<br />
working in harmony<br />
<strong>to</strong><br />
better serve their client families. This was<br />
an easy choice for us,” said Leigh Ann<br />
gently circulate over the body,<br />
Bradley, FCCFA Executive Direc<strong>to</strong>r.<br />
causing a reaction that begins and<br />
FCCFA completes President, the cremation Lee Longino process. stated<br />
“EWA has tremendously helped our<br />
<strong>company</strong>, Let’s face specifically it, there are our not funeral many<br />
direc<strong>to</strong>rs attractive in images saving when them we time envision<br />
the “transition” any headaches of a that human are<br />
and<br />
minimizing<br />
involved body <strong>to</strong> with bones shipping (B2B). human Within remains. the<br />
We complete are able <strong>to</strong> death allow our care funeral process, direc<strong>to</strong>rs the<br />
<strong>to</strong> B2B do what transition they do is inescapable.<br />
best, creating<br />
memorable This is a journey celebrations all of for us the will families take<br />
instead regardless of spending of whether time arranging our end of air<br />
transportation. life choice is Our burial, funeral flame direc<strong>to</strong>rs’ cremation<br />
is or where water it based should Bio be, Crema-<br />
with the<br />
focus<br />
families tion. they <strong>The</strong> serve end thanks result <strong>to</strong> will EWA.” be the<br />
Eagle’s same. Wings <strong>The</strong> Air’s difference president between & CEO,<br />
Frank burial, Kaiser flame cremation comments, or “When Bio<br />
considering Cremation human is the remains B2B transition shipping<br />
from time an line air transportation and the “catalyst” perspective, we<br />
“Heaven’s choose. Waiting With burial, Room” the (aka transition Florida)<br />
is may the largest take 25 market years in and the the country. catalyst <strong>The</strong><br />
FCCFA <strong>to</strong> reduce member the body firms <strong>to</strong> are bones well-versed is soil<br />
in and dealing micro-organisms. with the various With airlines flame<br />
and cremation, making arrangements the transition for takes the approximately<br />
of 2-3 human hours remains. and It theis<br />
gratifying catalysts <strong>to</strong> <strong>to</strong> have reduce our the single-source body<br />
air<br />
transportation<br />
<strong>to</strong><br />
6 10 <strong>The</strong> <strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November Cremation 2011 2011<br />
bones are heat created by a chemical fuel (CH4 natural<br />
gas or C3H8 propane gas) mixed with oxygen. With Bio<br />
Cremation, the transition takes approximately 2-3<br />
service model recognized as a new option for FCCFA members<br />
hours and the catalysts <strong>to</strong> reduce the body <strong>to</strong> bones are<br />
<strong>to</strong> save time while also offering a higher level of service <strong>to</strong> client<br />
water (95%) and a chemical, potassium hydroxide<br />
families being served. We are truly honored <strong>to</strong> be partnering with<br />
(KOH). All of these choices begin with a body and eventually<br />
ends with bones. With the introduction of Bio Cre-<br />
one of the leading State Associations and their membership.”<br />
Established mation in we 2007, can Eagle’s Wings Air (EWA) is the leading<br />
provider determine of air transportation the management services <strong>to</strong> North<br />
American residual funeral effects homes our and shipping services. Through a<br />
centralized end of life cus<strong>to</strong>mer decision service center, EWA leverages proprietary<br />
software will have and their on knowledge the of airline operations <strong>to</strong> find the best<br />
flight planet. itinerary, make the reservation, and proactively moni<strong>to</strong>r<br />
progress from start <strong>to</strong> finish; thus delivering time savings and<br />
peace-of-mind It is important <strong>to</strong> their <strong>to</strong>funeral service profession clients.<br />
address a few common<br />
misnomers<br />
For more information on Eagle’s Wings Air, <strong>visit</strong><br />
www.eagleswingsair.com or telephone Frank Kaiser at<br />
(866)<br />
when<br />
550-1392.<br />
describing
15,000<br />
ship-outs<br />
and<br />
we’re just<br />
taking off.<br />
In 2007, a fourth-generation<br />
independent funeral home<br />
owner and an airline industry<br />
veteran recognized an<br />
opportunity <strong>to</strong> save you<br />
time and ultimately improve<br />
service <strong>to</strong> your families.<br />
You, or your staff, are often<br />
on your own when making<br />
flight arrangements for the<br />
air transportation of human<br />
remains. Contacting multiple<br />
airlines <strong>to</strong> find a desirable<br />
itinerary for you, your client<br />
family, and the receiving funeral<br />
home can be time consuming.<br />
Think of Eagle’s Wings Air<br />
as your Air Transportation<br />
Manager. Let our team of<br />
experienced airline professionals<br />
and our proprietary software<br />
do the work for you. We offer<br />
worry-free, one call access<br />
<strong>to</strong> all airlines.<br />
With one call,<br />
Your Air Transportation Manager<br />
®<br />
• Searches all available flights<br />
• Handles the airline reservation<br />
• Pre-pays the airline charges ®<br />
Your Air Transportation Manager<br />
• Proactively moni<strong>to</strong>rs the status<br />
• Invoices either the shipping<br />
or receiving funeral home<br />
“Let us do the work<br />
so you don’t have <strong>to</strong>…”<br />
Frank Kaiser<br />
President & CEO<br />
Dave McComb<br />
Chairman<br />
Call or <strong>visit</strong> our website<br />
<strong>to</strong> learn more.<br />
®<br />
Your Air Transportation Manager<br />
866-550-1392 • www.eagleswingsair.com<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 7<br />
©2011 MKJ Marketing
Business at<br />
the Speed<br />
of Light<br />
By Gary O’Sullivan, CCFE<br />
I am sure you have noticed that things are a bit<br />
different these days. For example, as I was composing<br />
this article, I s<strong>to</strong>pped, went <strong>to</strong> Google, and typed in<br />
“funeral homes and cemeteries.” In 0.28 seconds,<br />
Google gave me 38,100,000 results. That is a lot<br />
of information in a short period of time. More<br />
information is available and accessible <strong>to</strong>day than at<br />
any other time in his<strong>to</strong>ry.<br />
Not only are archives of information available at the<br />
tips of our fingers, but the Internet means that news<br />
now travels at an alarming pace. In Gregory Clark’s<br />
book, A Farewell <strong>to</strong> Alms: A Brief Economic His<strong>to</strong>ry<br />
of the Word, he discusses how long it <strong>to</strong>ok for news of<br />
significant events <strong>to</strong> travel in the past. In one example,<br />
the news of Abraham Lincoln’s assassination traveled<br />
3,774 miles—from the United States <strong>to</strong> London,<br />
England—in thirteen days. Clark calculated the<br />
speed at which that important news traveled: about 12<br />
miles per hour. Contrast that with <strong>to</strong>day, when news<br />
travels at the speed of light.<br />
Can you believe that before 2004, YouTube and Twitter<br />
did not exist? And Facebook was still restricted <strong>to</strong><br />
college students? Now Facebook has over 600 million<br />
users. From Fortune 500 companies <strong>to</strong> grandmothers,<br />
social conversations via the Internet have changed<br />
everything.<br />
You may be thinking, “Is this article about social<br />
media? <strong>The</strong> Internet? Technology?” No. “What<br />
then?” you ask. It’s about what the people in your<br />
marketplace are experiencing, how it affects them,<br />
and how their expectations are changing regarding<br />
how business is done.<br />
From carvings in caves <strong>to</strong> smoke signals in the sky,<br />
and from social gatherings <strong>to</strong> social media, people<br />
have always shared their views. From trading hides<br />
for <strong>to</strong>ols <strong>to</strong> renting out their own labor for credit<br />
at the <strong>company</strong> s<strong>to</strong>re, people have always bought<br />
things. <strong>The</strong>se aspects of the human existence will<br />
never change; it’s how the process works that keeps<br />
changing.<br />
<strong>The</strong> challenge for businesses <strong>to</strong>day is <strong>to</strong> keep pace<br />
with our changing consumer. We must learn how our<br />
cus<strong>to</strong>mers want us <strong>to</strong> communicate with them and<br />
how they want <strong>to</strong> buy from our companies. <strong>The</strong>se<br />
aspects of the selling process have changed—and<br />
will continue <strong>to</strong> change—at an unprecedented rate.<br />
Staying relevant is something every business faces<br />
<strong>to</strong>day. How do we continue <strong>to</strong> gain trust, build<br />
relationships, and meet the expectations of our everchanging<br />
consumers? We must keep in mind that<br />
regardless of our own views, our cus<strong>to</strong>mers are having<br />
a different experience. <strong>The</strong>y will not trust a <strong>company</strong><br />
that is not relevant.<br />
When I started my <strong>company</strong> in 2001, I was faced<br />
with this brutal reality. About six months after going<br />
out on my own, I was speaking a convention. After<br />
the opening session during which I gave the keynote<br />
address, a woman approached me and asked about the<br />
possibility of my speaking at another event for which<br />
she was the program chairperson. Of course, I was<br />
excited, and I handed her my card. She glanced at it<br />
with a puzzled look. <strong>The</strong>n she said, “I don’t see your<br />
website address on here.” To which I replied, “<strong>The</strong>re<br />
is a reason for that. I don’t have one.” <strong>The</strong>n she uttered<br />
8<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
the two-letter word that spoke volumes <strong>to</strong> me: “Oh.”<br />
With that one word, I realized that I was not relevant.<br />
<strong>The</strong> chairperson <strong>to</strong>ld me that, without a website, she<br />
could not review my experience, view video clips,<br />
see my references, or learn more about my <strong>company</strong><br />
and me. I asked her what information she needed<br />
and promised <strong>to</strong> deliver it <strong>to</strong> her by week’s end. She<br />
quickly replied that, although she had heard me speak,<br />
the others responsible for speaker selection had not,<br />
and they may not have heard of me. Providing my<br />
information by week’s end was <strong>to</strong>o late, and I lost an<br />
opportunity.<br />
That was over ten years ago. Today, a business with<br />
no Web presence is not in the game. Ten years ago,<br />
the speed of business was starting <strong>to</strong> change. And<br />
change it has. Almost everything moves faster than it<br />
did in the past.<br />
Let’s take a quick look back, and also think about<br />
<strong>to</strong>day. Remember the statistics we were often <strong>to</strong>ld<br />
in the past? One dissatisfied cus<strong>to</strong>mer tells eight <strong>to</strong><br />
fifteen people, and one satisfied cus<strong>to</strong>mer tells two or<br />
three. How that has changed! In his book, Running<br />
a Business in Today’s Consumer Driven World, Pete<br />
Blackshaw tells us, “Satisfied cus<strong>to</strong>mers tell three<br />
friends, and angry cus<strong>to</strong>mers tell 3,000!” And they<br />
can tell them fast!<br />
This is only one example of the things that have<br />
changed regarding how people do what they do. An<br />
angry or dissatisfied cus<strong>to</strong>mer <strong>to</strong>day doesn’t just share<br />
his dissatisfaction with a few friends over a period of<br />
weeks—he can now tell thousands in seconds. Before<br />
leaving your building, he can tell thousands in a brief<br />
Tweet and share more details of his frustration—valid<br />
or not—on his Facebook page.<br />
<strong>The</strong> consumer is moving fast. Are you?<br />
Now, more than ever, we must pay attention <strong>to</strong> the<br />
experiences our cus<strong>to</strong>mers are having with other<br />
companies and with the world in which they live.<br />
Other companies are engaging people in conversations<br />
via the Internet. Are you? <strong>The</strong> world they live in is<br />
traveling at the speed of light. Are you?<br />
Here is another question about what has changed:<br />
Today, people want <strong>to</strong> be in control of the process.<br />
Do you give them control? You might say <strong>to</strong> me, “Oh,<br />
they don’t understand all they need <strong>to</strong>, so they should<br />
just talk <strong>to</strong> me.” I agree. However, our agreement does<br />
not require the consumer <strong>to</strong> respond <strong>to</strong> our views. We<br />
must engage people so they will want <strong>to</strong> talk <strong>to</strong> us.<br />
<strong>The</strong> $64,000 question (that may bring back a memory<br />
or two) is this: How?<br />
Recently, I was doing a video shoot for a client of<br />
mine. <strong>The</strong> clients had hired a production <strong>company</strong><br />
<strong>to</strong> do the filming. I had worked with this <strong>company</strong><br />
before and had come <strong>to</strong> know them well. During one<br />
of the breaks, I asked the producer <strong>to</strong> recommend<br />
a source where I might find audio equipment that I<br />
needed. He said, “I have one source I use for all my<br />
video and audio needs.” What information did he give<br />
me? Not a person, but a place: a website. That night,<br />
about 11:00, I <strong>visit</strong>ed that website. I felt good about the<br />
vast options I saw. I also read what other cus<strong>to</strong>mers<br />
had <strong>to</strong> say about the products they had purchased.<br />
Some were pleased with the products and how they<br />
performed, while others were not happy at all.<br />
It was 11:00 at night, and I was reading what others<br />
had <strong>to</strong> say about their experiences with a <strong>company</strong><br />
with whom I was considering doing business! At the<br />
speed of light, I had met the <strong>company</strong>, seen what they<br />
offered <strong>to</strong> meet my needs, and heard what others had<br />
<strong>to</strong> say about the various products. Now they had me<br />
engaged. <strong>The</strong> combination of product information and<br />
reviews, and the ease of using their site made me want<br />
<strong>to</strong> take the next step: I wanted <strong>to</strong> talk <strong>to</strong> someone.<br />
<strong>The</strong> site had given me enough information that, had I<br />
been an audio expert, I could have made my selection.<br />
But I am a consumer and not a technician, so I needed<br />
help. I called, and within minutes, my trust level—<br />
which had been begun <strong>to</strong> form with the referral from<br />
the reliable source, the producer who had <strong>to</strong>ld me<br />
about them—was now being increased by the agent<br />
on the phone. Not only was his expertise obvious, but<br />
his desire <strong>to</strong> ensure I made a decision on a product<br />
that would do what I needed it <strong>to</strong> do was also evident.<br />
Once we determined the best option, I could either<br />
order it from him or hang up and place the order<br />
online. He unders<strong>to</strong>od that consumers <strong>to</strong>day want <strong>to</strong><br />
be in control of the process, and they want what they<br />
want…fast.<br />
<strong>The</strong> <strong>company</strong> is in New York; I am in Florida. I<br />
needed it in two days. No problem. FedEx changed<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 9
the speed of delivery years ago. Forty-eight hours<br />
after our conversation, my new wireless microphone<br />
was in my possession.<br />
For years, I have taught the adage, “Principles don’t<br />
change; only technique and application do.” <strong>The</strong><br />
principles of my experience with the audio equipment<br />
<strong>company</strong> apply <strong>to</strong> most business experiences <strong>to</strong>day.<br />
We still use trusted sources <strong>to</strong> guide us. Those trusted<br />
sources may or may not be people we know. We still<br />
want things done effectively, but <strong>to</strong>day, responsiveness<br />
(i.e., speed) matters.<br />
Although the technique and application of the<br />
principles of certain situations may change, the<br />
principles of how they work don’t. We must pay close<br />
attention <strong>to</strong> the world our consumers are living in <strong>to</strong><br />
determine the techniques or applications we need <strong>to</strong><br />
apply.<br />
Time is no longer our friend, but speed is. If we emulate<br />
Google’s offer of instant information by using our<br />
own websites, hiring friendly cus<strong>to</strong>mer service agents<br />
willing <strong>to</strong> answer questions immediately by phone,<br />
and offering fast-as-lightning services or shipping, we<br />
can match the experiences our cus<strong>to</strong>mers are having<br />
in the other parts of their world. <strong>The</strong>y are accus<strong>to</strong>med<br />
<strong>to</strong> “point…click…answers,” and we can fulfill their<br />
modern need for near-instant gratification. Or we can<br />
be left behind, like a business card with no website.<br />
Gary O’Sullivan, CCFE is President of the Gary O’Sullivan<br />
Company. Gary is a consultant, keynote speaker, and author,<br />
specializing in the areas of sales, leadership, corporate culture, and<br />
personal development. Gary has received an Honorary Doc<strong>to</strong>rate<br />
from the ICCFA and in 2011 received a Life Time Achievement<br />
Award for the SCCFA. For over two decades he has been recognized<br />
as the Nation’s <strong>to</strong>p rated speaker by ICCFA and is currently the<br />
Dean of the ICCFA, J. Asher Neel College of Sales and Marketing.<br />
Gary has been a leading innova<strong>to</strong>r in our profession. His audio<br />
series, <strong>The</strong> Basic Approach <strong>to</strong> Selling Preneed, is the best-selling<br />
audio series in the his<strong>to</strong>ry of preneed. He has also produced the<br />
DVD training program <strong>The</strong> Power <strong>to</strong> Sell Preneed, numerous audio<br />
CDs, and his book, PrinciplePower for Sales Success is a practical<br />
approach <strong>to</strong> sales success.<br />
Gary O’Sullivan, CCFE<br />
Gary O’Sullivan Company<br />
PO Box 770208<br />
Winter Garden, FL 34787<br />
P 407.877.8700<br />
go@garyosullivan.com<br />
www.garyosullivan.com<br />
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800-221-6158 . www.mid-america.edu<br />
Patty Hutcheson, President<br />
Gup<strong>to</strong>n-Jones College<br />
800-848-5352 . www.gup<strong>to</strong>n-jones.edu<br />
Give Us A Call 800-527-6419<br />
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26 <strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011<br />
10 <strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
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<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 11
Baby Boomers:<br />
<strong>The</strong> Economy<br />
Changes Even<br />
<strong>The</strong>ir World<br />
By: Larry Mering<strong>to</strong>n<br />
Stewart Enterprises<br />
<strong>The</strong> Boomer generation has long been<br />
identified as eternal optimists, seeking<br />
fun loving and live-life <strong>to</strong> its fullest<br />
activities with a never-get-old attitude.<br />
<strong>The</strong>n the recession descended in<strong>to</strong> their world, a slow<br />
acting poison that as the recession deepened and<br />
lengthened resulted in a persistent sickness that has<br />
now changed Boomers’ views of their world. <strong>The</strong><br />
impact is lasting; there will be no elastic return <strong>to</strong><br />
the former viewpoint. <strong>The</strong> new status quo is a less<br />
optimistic group that is deeply upset with happened<br />
<strong>to</strong> their world in the past two years.<br />
Still, the Boomers are a lively bunch with an<br />
underlying desire <strong>to</strong> make their mark even in<br />
retirement, <strong>to</strong> belong <strong>to</strong> organizations that give back<br />
<strong>to</strong> their communities and <strong>to</strong> want <strong>to</strong> live experiences<br />
that make their heart pound fast with excitement or<br />
their mind race with curiosity.<br />
This generation is some 26 million people greater than<br />
the generation before, an aggregate <strong>to</strong>tal of 78 million<br />
in force. <strong>The</strong>y are also the wealthiest generation ever<br />
with an approximate value of $40 trillion; a sum that<br />
will be partially transferred <strong>to</strong> the next generation, the<br />
sons and daughters of the Boomers. <strong>The</strong>y invented<br />
rock-and-roll, defied authority, pronounced new<br />
religions and generally angled sharply away from<br />
the habits and practices of their parents. <strong>The</strong>y have<br />
presence and power and they will not go quietly in<strong>to</strong><br />
the night.<br />
<strong>The</strong> Recession<br />
Two plus years of economic uncertainty has taken<br />
its <strong>to</strong>ll on the planet’s population with no one being<br />
spared an impact. <strong>The</strong> Boomers reaction <strong>to</strong> this<br />
12<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
Armageddon-like period is one of disgust – disgust<br />
with the nearly all institutions and the role each<br />
played in tipping over the pillars of confidence that<br />
once existed in the financial strength of America.<br />
<strong>The</strong>y are distrustful now of all politicians, of bankers,<br />
of money managers and of the infrastructures that<br />
support them.<br />
Boomers now fear that the government will claw back<br />
Medicare and Social Security benefits, essentially<br />
breaking their contract with America’s citizens who<br />
elected them. This anger is not so much militant as<br />
it is unbelieving—how could the government do this?<br />
<strong>The</strong>y also blame the media for “spinning” news and<br />
injecting bias, so much so that Boomers have largely<br />
ditched print and television news for online sources of<br />
information that meet their personal news preferences.<br />
Another indication of the stress the recession has had<br />
on Boomers is the migration of their children back<br />
in<strong>to</strong> their homes. In 2011, there are more kids moving<br />
back in<strong>to</strong> the parent’s house than are leaving. So now<br />
Boomers are once again supporting their children at a<br />
time when they believed they would be empty nesters.<br />
This situation creates not only economic strain on the<br />
parents, but also introduces the fear that the children<br />
will not be self-sufficient in the near term, just when<br />
the Boomers wanted <strong>to</strong> retire.<br />
cus<strong>to</strong>mized <strong>to</strong> their needs and wants for a unique<br />
experience, often one that can be repeated again and<br />
again (think spa treatment).<br />
When selling <strong>to</strong> Boomers it is important <strong>to</strong> know that<br />
they will press for detailed information, they will<br />
research your product or service and compare your<br />
offer with that of your competi<strong>to</strong>rs. <strong>The</strong>y will engage<br />
you in their process and expect you <strong>to</strong> address their<br />
needs in an honest and straightforward way. You may<br />
want <strong>to</strong> inject some humor in<strong>to</strong> your marketing and<br />
sales efforts with this group. <strong>The</strong>y find it hard <strong>to</strong> be<br />
serious for very long.<br />
Status and Stature<br />
We all wish <strong>to</strong> be remembered as a significant person,<br />
someone that added <strong>to</strong> the human experience while<br />
alive on planet Earth. <strong>The</strong> Boomers are obsessed<br />
about remembrance.<br />
Recognition or status are fundamental goals for<br />
Boomers—they want <strong>to</strong> be known for their skills, their<br />
insight, their commitment <strong>to</strong> causes and as mature<br />
spokespersons for what works and does not work in<br />
our lives. This is not a stagnant want; Boomers flood<br />
experience-based classes and skill honing events in<br />
Net effect, many decisions have been placed on hold,<br />
including additional vacations, summer homes, new<br />
cars and boats and the decision <strong>to</strong> retire. Boomers<br />
now feel they must work longer than expected <strong>to</strong><br />
replace lost retirement benefits and funds and <strong>to</strong> pay<br />
for the support of other family members. <strong>The</strong>y likely<br />
will avoid making long-term financial commitments<br />
unless they perceive overwhelming value in doing so.<br />
In true Boomer fashion though, they do not let a little<br />
old recession get them down. Instead, Boomers are<br />
adjusting <strong>to</strong> their new reality with more positive than<br />
negative responses.<br />
Engage With<br />
Boomers value engaged experiences above almost all<br />
other wants and needs. <strong>The</strong>y are a generation that<br />
deeply values engagement—in all forms. <strong>The</strong>y lust<br />
for information and discussion of <strong>to</strong>pics, hence one<br />
of the forces behind the migration <strong>to</strong> online news<br />
systems that enable blogging and interaction channels.<br />
<strong>The</strong>y seek personalization in products and services,<br />
28 <strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 13
the continual pursuit of adding even more capabilities<br />
<strong>to</strong> their resume.<br />
Boomers seek out venues <strong>to</strong> display their mastery,<br />
replacing the value placed on owning “things” with<br />
the value of being able <strong>to</strong> do “things” at the very<br />
highest level of skill.<br />
<strong>The</strong>se traits must be taken in<strong>to</strong> account when<br />
discussing with a Boomer how they would like <strong>to</strong><br />
be remembered. This is such an important force in<br />
their decision making process and any short-cutting<br />
of listening <strong>to</strong> the response will reap a negative<br />
reaction. As primal as thirst is for humans, the need<br />
<strong>to</strong> be recognized, placed on a status pedestal, <strong>to</strong> have<br />
stature for Boomers is close <strong>to</strong> the same.<br />
A Generation of Volunteers<br />
Boomers will link status with the act of volunteering<br />
for causes and rewarding experiences in caring for the<br />
less fortunate. This generation, though thought of as<br />
somewhat self-centered, is one of the largest volunteer<br />
armies ever assembled in America.<br />
<strong>The</strong> primary volunteer commitment for Boomers is<br />
that of one related <strong>to</strong> caring for people. <strong>The</strong>y want<br />
<strong>to</strong> help the homeless, sit with the lonely, smile with<br />
the cancer patients, build a house for the unfortunate,<br />
feed the hungry and help the youth survive their<br />
surroundings.<br />
<strong>The</strong>y habitually choose brands of products that make<br />
them feel cared for. Boomers swarm Nordstrom,<br />
Four Seasons, Ritz Carl<strong>to</strong>n, Southwest Airlines,<br />
Whole Foods and similar venues where caring<br />
for the cus<strong>to</strong>mer means something. This do un<strong>to</strong><br />
me as I would do un<strong>to</strong> you concept translates in<strong>to</strong><br />
volunteering for organizations that bring real care <strong>to</strong><br />
those that need it.<br />
Want <strong>to</strong> find a covey of Boomers <strong>to</strong> meet up with,<br />
share ideas or join socially, then go volunteer your<br />
time <strong>to</strong> a worthy cause. <strong>The</strong>re will be no shortage of<br />
contacts <strong>to</strong> make if you are genuinely interested in<br />
being a dedicated volunteer.<br />
Female Power<br />
Boomers are … a lot of females. In fact, females<br />
have now overtaken males in the workforce with<br />
approximately 51% of the US working force now<br />
female. Men, for the first time in his<strong>to</strong>ry, have been<br />
usurped in jobs by the emerging power of females.<br />
Not only do they dominate the workforce statistics,<br />
females in households account for approximately 80%+<br />
of all purchasing decisions, leaving them with more<br />
buying power than Spain or Greece. And the matriarch<br />
of this power is the Boomer female, a savvy, mature<br />
and engaging sort who is very comfortable being the<br />
ultimate consumer. She also has the most money.<br />
To more fully appreciate what marketers have come <strong>to</strong><br />
know about female power, consider the advertisements<br />
for new cars which list power doors, extra cup holders<br />
and video systems that are tailored for women, not<br />
men. Several years ago portable <strong>to</strong>ilet manufacturers<br />
woke up <strong>to</strong> a sea of complaints from women about<br />
the male dominated design of port-a-johns. So wisely<br />
they invented the Pink Porta Jane, a female friendly<br />
version that is now in high demand.<br />
<strong>The</strong> female Boomer is also one of the members of<br />
the Social Mavens, a sub-group of the youngest<br />
Boomers and oldest Gen-Xers, aged 45-54 that are<br />
highly engaged in societal happenings, act and<br />
are empowered in making decisions or having<br />
opinions <strong>to</strong> voice, experience seekers, users of all<br />
communication technologies that plug them in<strong>to</strong> the<br />
net and are cheerfully vocal optimists who see life<br />
as a wonderful journey. This group is perhaps the<br />
uber-power segment. Marketers need <strong>to</strong> be wise and<br />
innovative <strong>to</strong> match wits with this cohort.<br />
<strong>The</strong> baby Boomers are a generation that has no<br />
peer. <strong>The</strong>re is no comparison <strong>to</strong> make with other<br />
generations in other countries either as America is a<br />
unique experience that translates poorly <strong>to</strong> the his<strong>to</strong>ry<br />
of Europe or South America or Asia. With this in<br />
mind, the goal for all that wish <strong>to</strong> know more about<br />
this group and how best <strong>to</strong> relate <strong>to</strong> them should<br />
be <strong>to</strong> commit yourself <strong>to</strong> learning. <strong>The</strong>re is ample<br />
literature <strong>to</strong> be found on the traits and characteristics<br />
of Boomers and learning about this group is more<br />
fun than research. And despite the shift in their<br />
nature due <strong>to</strong> a devastating three years of economic<br />
upheaval, Boomers still view themselves as special<br />
agents that will find some way or ways <strong>to</strong> right the<br />
wrongs that they feel have been inflicted.<br />
And we should hope they do for as sons and daughters<br />
of the Greatest Generation, they obviously carry the<br />
gene that righted many wrongs and led <strong>to</strong> one of the<br />
most strengthening eras in American his<strong>to</strong>ry.<br />
14<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
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Succeeding<br />
in a Changing<br />
World<br />
By Joseph Bar<strong>to</strong>lacci, Chief Executive<br />
Officer Matthews International<br />
Jack Welch, the former CEO of<br />
General Electric, preached “Change<br />
before you have <strong>to</strong>.” While change is<br />
the one constant in all of our business<br />
lives, it is also the thing we most<br />
generally want <strong>to</strong> ignore. Companies<br />
who have continued <strong>to</strong> succeed, like<br />
Apple and Microsoft, have one thing<br />
in common: they change before they<br />
have <strong>to</strong>. Ask yourself, “Have I changed<br />
my business?” This is a particularly<br />
relevant question in the funeral industry<br />
where cultural and economic trends<br />
are affecting traditions every day.<br />
We at Matthews International are trying <strong>to</strong> change<br />
before we have <strong>to</strong> and are looking <strong>to</strong> work with our<br />
cus<strong>to</strong>mers and the industries in which we operate<br />
<strong>to</strong> help facilitate change as well. We have identified<br />
key trends affecting our industry, and created new<br />
strategic approaches that will allow us and our<br />
cus<strong>to</strong>mers <strong>to</strong> grow in this ever-changing world.<br />
<strong>The</strong> first of these is the long-term trend of cremation<br />
without memorialization. While cremation is likely <strong>to</strong><br />
grow, the work we have done with consumers shows<br />
that given emotionally-appropriate information about<br />
their choices, families are ready <strong>to</strong> memorialize their<br />
loved ones, even with cremation. In much of Europe,<br />
where cremation is already a significant means of<br />
final disposition, memorialization is a normal part<br />
of tradition and the grieving process. In Europe, the<br />
presumption is that you memorialize your deceased<br />
family members out of respect and dignity.<br />
This is consistent with another major trend we have<br />
observed, which is an increasingly strong desire by<br />
maturing baby boomers <strong>to</strong> remember their families,<br />
and <strong>to</strong> be remembered themselves. From Ancestry.<br />
com <strong>to</strong> Facebook, consumers are expressing a desire<br />
<strong>to</strong> connect, <strong>to</strong> remember, <strong>to</strong> leave a footprint, and <strong>to</strong><br />
do so in highly personal and permanent ways. For our<br />
industry, this is certainly positive news and represents<br />
an opportunity.<br />
But it doesn’t mean we can continue business as<br />
usual—we have <strong>to</strong> give our families new and important<br />
reasons <strong>to</strong> create permanent memorials, and we have<br />
<strong>to</strong> educate them about their memorialization choices.<br />
This will require investment in niches and cremorials<br />
long before we may be sure <strong>to</strong> sell them but remember<br />
… new traditions are not created in a day. Instead,<br />
traditions by definition are rituals or beliefs passed<br />
down within a society, maintained in the present, but<br />
with origins in the past. Let’s create the traditions of<br />
the future <strong>to</strong>day.<br />
To that end, we as leaders in memorialization<br />
have created new product lines like our Lasting<br />
MemoriesTM Memorials, and our new granite lines<br />
that feature innovative and personal ways for families<br />
<strong>to</strong> honor their loved ones. <strong>The</strong>se new products allow<br />
families <strong>to</strong> design memorials that feature pictures,<br />
s<strong>to</strong>ries, and cameos, and in our granite line, <strong>to</strong><br />
design personal monuments limited only by their<br />
imagination.<br />
While having the right products is important, we<br />
also need <strong>to</strong> help our cus<strong>to</strong>mers build the demand<br />
for memorialization. So we’ve also created <strong>The</strong><br />
Remembrance ProcessSM, the first national program<br />
in the industry <strong>to</strong> market <strong>to</strong> families on behalf of<br />
our cus<strong>to</strong>mers. <strong>The</strong> Remembrance ProcessSM uses<br />
a national website, Internet Marketing, National PR,<br />
Social Media, and a Hospice/Clergy Outreach Program<br />
<strong>to</strong> reach families before they need our products, and <strong>to</strong><br />
show them the value of “remembrance” and the many<br />
new choices they have for permanently honoring their<br />
loved ones. <strong>The</strong> website also features an exclusive<br />
search engine that allows families looking for a<br />
16<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
SM<br />
THE REMEMBRANCE PROCESS<br />
We didn’t create these testimonials.<br />
(Just the program that made them possible.)<br />
“Finally, a supplier who is willing <strong>to</strong> help me market.<br />
matthews believes in our Future, and with remembrance process<br />
is helping me address a rapidly changing world.”<br />
Vinnie Faccin<strong>to</strong>,<br />
Managing Partner Signature <strong>Funeral</strong> Services<br />
“In a world in which competitive advertising<br />
and media combine <strong>to</strong> say that the services we provide are increasingly not<br />
necessary, it’s important for us <strong>to</strong> create our own positive message.<br />
<strong>The</strong> Remembrance Process is the first program <strong>to</strong> reach out <strong>to</strong> consumers,<br />
hospice and clergy with a message that says we are an important part of<br />
helping families deal with the worst times of their lives.<br />
With Remembrance, Matthews is sticking up for its cus<strong>to</strong>mers.”<br />
Ken Varner,<br />
President, ICCFA and CEO Cypress Lawn<br />
“In <strong>to</strong>day’s environment of withering loyalties and selfish behavior it is indeed a breath of fresh<br />
air <strong>to</strong> see Matthews step <strong>to</strong> the forefront. Our greatest gift <strong>to</strong> families is our service, support and<br />
care for them. Through the Remembrance Process, Matthews has recognized this.<br />
By providing their support and commitment <strong>to</strong> our service we can all better serve our<br />
communities in many different ways.”<br />
Mark Anthony,<br />
President, Anthony <strong>Funeral</strong> & Cremation Chapels Rochester, NY<br />
“<strong>The</strong> Remembrance Process is just one more example of how Matthews is equipping their<br />
cus<strong>to</strong>mers <strong>to</strong> meet the changing needs of the families we serve.<br />
We can also be a part of establishing a standard of honesty and service set by locally<br />
owned funeral providers across the country.”<br />
David B Massey,<br />
Woodlawn <strong>Funeral</strong> Home, President, Texas <strong>Funeral</strong> Direc<strong>to</strong>rs Association<br />
<strong>The</strong> Remembrance Process SM is the first national consumer-oriented marketing<br />
program focused on growing business for funeral homes and cemeteries. It educates<br />
consumers on the importance of remembering their loved ones and the vital role you play<br />
in that process. It also provides Authorized Remembrance Providers SM with the essential<br />
marketing <strong>to</strong>ols <strong>to</strong> win in their local markets.<br />
For more information call your Matthews Sales Representative, or 1-800-223-4964,<br />
ext. 8433, or <strong>visit</strong> www.remembranceprocess.com<br />
Total Solutions<br />
©2011 Matthews International Corporation<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 17
mains <strong>to</strong> their home and display them on the mantle or<br />
shelf cemetery have <strong>to</strong> the find constant one from reminder our of list their of loved Authorized one’s<br />
presence Remembrance and, the ProvidersSM. reminder of the physical loss. <strong>The</strong> importance<br />
of all families returning <strong>to</strong> a life of “normalcy”,<br />
is <strong>The</strong>se so important! are just some It is of much the industry-leading easier <strong>to</strong> do so without initiatives the<br />
daily we are awareness undertaking or reminder <strong>to</strong> help of our sorrow industry by the grow. urn Based being<br />
present in their home. It is also a very important consideration<br />
<strong>to</strong> allow other members of the family or<br />
on our research with families we know change can be<br />
friends<br />
more than<br />
<strong>to</strong> <strong>visit</strong><br />
a threat,<br />
the physical<br />
it can also<br />
location<br />
be an<br />
of<br />
opportunity<br />
the urn in their<br />
for<br />
desire real growth-- <strong>to</strong> occasionally long relate as we <strong>to</strong> change and <strong>to</strong> before pay respect we have <strong>to</strong> the <strong>to</strong>.<br />
life that lived! Where would you like this urn <strong>to</strong> be in 5,<br />
20, or 50 years? Who remains among the living that<br />
knew the deceased in 50 years? A cemetery or columbarium<br />
Joseph is C. the Bar<strong>to</strong>lacci<br />
permanent location for cremated remains.<br />
President and CEO<br />
Those Matthews that International choose <strong>to</strong> scatter Corporation cremains or <strong>to</strong> bury cremains<br />
at sea are eliminating future generations from<br />
equating with the physical location of what was physically<br />
left of a human life. We human creatures primarily<br />
relate <strong>to</strong> physical existence and location, in all of our reflections<br />
in life and the feeling of prior existence, both<br />
physical and spiritual. Tourists travel the world over <strong>to</strong><br />
<strong>visit</strong> the burial locations of significant individuals and<br />
events, even back <strong>to</strong> the days of the pyramids and the<br />
Taj Mahal and Normandy, and Ground Zero in New<br />
York City.<br />
Again, we must acknowledge that all of us human creatures<br />
do normally react <strong>to</strong> and relate <strong>to</strong> the physical locations<br />
in life that have meaning. <strong>The</strong> burial location of<br />
a loved one that we knew in life is a very tangible element<br />
Joseph in C. our Bar<strong>to</strong>lacci, reflection CPA and and recollection JD of the past. Thus,<br />
we do <strong>visit</strong> the physical locations of not only burial locations,<br />
but the locations in which we worship and reflect<br />
Mr. Bar<strong>to</strong>lacci on life joined and its Matthews origin and International its past. Corporation Temples, in<br />
churches, March 1997 cathedrals, as general or counsel. houses In of May worship 1999, are he the became best<br />
examples president of of Caggiati, physical the locations Company’s in which wholly-owned we frequent, bronze <strong>to</strong><br />
pay subsidiary homage in Parma, <strong>to</strong> or give Italy, tribute where he <strong>to</strong>, lived in our until conviction, January 2004. belief,<br />
While and in Europe, perception he acquired of an Almighty and managed Crea<strong>to</strong>r nine businesses or Maker<br />
(God).<br />
<strong>to</strong> create<br />
It<br />
the<br />
is often<br />
largest<br />
said<br />
packaging<br />
“Why do<br />
graphics<br />
we get<br />
group<br />
dressed<br />
in Europe,<br />
up and<br />
go<br />
currently<br />
<strong>to</strong> a church<br />
with sales<br />
or a<br />
over<br />
temple<br />
$200M.<br />
<strong>to</strong> worship when we can worship<br />
and glorify our Maker at any location or point in<br />
Mr. Bar<strong>to</strong>lacci returned from Europe <strong>to</strong> assume the role of<br />
life?” We do so, however, because it is a physical action,<br />
president of the Company’s <strong>casket</strong> operations until September<br />
an outright sign, and location that we believe houses the<br />
2005, when Mr. Bar<strong>to</strong>lacci was appointed <strong>to</strong> president and<br />
spirit <strong>to</strong> which we relate in our faith. In some faiths it is<br />
chief operating officer of Matthews and was also elected <strong>to</strong><br />
essential <strong>to</strong> worship in a specific building in which we<br />
the Board of Direc<strong>to</strong>rs. On Oc<strong>to</strong>ber 1, 2006, Mr. Bar<strong>to</strong>lacci<br />
can sense and feel the presence of an almighty spirit and<br />
was appointed president and chief executive officer.<br />
crea<strong>to</strong>r.<br />
Prior <strong>to</strong> joining Matthews International, Joe was vice<br />
<strong>The</strong>refore, those who choose <strong>to</strong> scatter cremains or <strong>to</strong><br />
president and general counsel for Thrift Drug, Inc. During<br />
take cremains home in the form of an urn or a container,<br />
his tenure, Joe was solely responsible for negotiations of<br />
or bury cremated remains at sea, are eliminating future<br />
acquisitions, credit agreements, and supervised more than<br />
generations<br />
180 active lawsuits<br />
of having<br />
at any<br />
the privilege<br />
given time.<br />
<strong>to</strong> relate<br />
Preceding<br />
<strong>to</strong> a permanent<br />
Thrift<br />
Drug,<br />
physical<br />
Inc., Mr.<br />
location<br />
Bar<strong>to</strong>lacci<br />
where<br />
was<br />
the<br />
an<br />
remains<br />
associate<br />
of the<br />
at<strong>to</strong>rney<br />
vessel or<br />
at<br />
body<br />
Reed Smith<br />
that held<br />
Shaw<br />
the<br />
& McClay,<br />
spirit is<br />
focusing<br />
buried.<br />
on<br />
Psychologists<br />
the corporate<br />
and<br />
and<br />
those taxation professionals area with experience who study in litigation, the human real mind estate know and<br />
well estate the planning. importance Touche of Ross closure, & Co. - is - where - of relating Joe started <strong>to</strong> the his<br />
physical career as existence a senior audi<strong>to</strong>r. that meant This so position much <strong>to</strong> afforded us in life. him We the<br />
all opportunity know how <strong>to</strong> practical difficult business, it is when tax the and bodies auditing or experience remains<br />
of in manufacturing, our loved ones, banking, such as retail the and POW’s, advertising. MIA’s, or those<br />
who were killed in action, are not returned <strong>to</strong> us, or those<br />
who A Pittsburgh were tragically native, taken Mr. Bar<strong>to</strong>lacci in accidents earned where his there BA are in<br />
no accounting remains. at St. <strong>The</strong> Vincent consequences College in Latrobe, and the PA mental and received hunger<br />
of a Juris those Doc<strong>to</strong>rate left behind degree want from <strong>to</strong> relate the University <strong>to</strong> the body of or Pittsburgh, the vessel<br />
School that of held Law. the spirit. Again, there is seldom closure<br />
without the presence of the physical remains.<br />
Guaranteed <strong>to</strong> Outperform the Competition<br />
Our Products are designed <strong>to</strong>:<br />
look & perform better<br />
last longer with less repair costs<br />
Offer the best value in the industry<br />
MANUFACTURING A FULL LINE<br />
OF CEMETERY, FUNERAL HOME,<br />
AND BURIAL VAULT PRODUCTS<br />
SINCE 1962<br />
18<br />
sales@hollandsupplyinc.com<br />
1-800-527-8818<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance NFDA & CANA Pre Convention 2011<br />
www.hollandsupplyinc.com<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011 7
INDUSTRY NEWS<br />
“Cake Boss” Helps Matthews and Pon<strong>to</strong>ne Family<br />
Celebrate 80 Years in the Casket Business<br />
Pittsburgh, Pennsylvania, December 1, 2011 –<br />
Renowned cake artist and television personality<br />
Buddy Velastro, better known as the “Cake Boss”,<br />
leant his artisanal culinary skills <strong>to</strong> Matthews for the<br />
Pon<strong>to</strong>ne family’s 80th anniversary celebration at the<br />
recent New Jersey State <strong>Funeral</strong> Direc<strong>to</strong>rs Association<br />
convention. Velastro, master baker at Carlo’s City<br />
Hall Bake Shop in Hoboken, New Jersey, is one of<br />
the most successful cake artists in the United States.<br />
His TLC-network show “Cake Boss” is viewed by<br />
millions across the country.<br />
<strong>The</strong> NJSFDA convention, held annually at the Trump<br />
Taj Mahal in Atlantic City, provided a forum for<br />
Matthews and other funeral industry suppliers <strong>to</strong><br />
showcase their newest products. In addition <strong>to</strong> their<br />
trade show display, Matthews hosted a cus<strong>to</strong>mer<br />
appreciation dinner and party at il Mulino restaurant<br />
for well over one-hundred New York and New<br />
Jersey funeral home cus<strong>to</strong>mers. <strong>The</strong> party was held<br />
<strong>to</strong> express gratitude <strong>to</strong> cus<strong>to</strong>mers and celebrate the<br />
Pon<strong>to</strong>ne family’s 80 years of dedicated service <strong>to</strong> the<br />
funeral profession. Following dinner, an elaborate<br />
sculpture-like cake was unveiled by the Cake Boss,<br />
intricately detailed <strong>to</strong> depict the Pon<strong>to</strong>ne’s original<br />
South Brooklyn Casket Company office and <strong>casket</strong><br />
warehouse. Every detail of the Union Street address<br />
was painstakingly captured, from the weathered<br />
bricks <strong>to</strong> the wood grain of <strong>casket</strong>s sitting a<strong>to</strong>p a<br />
delivery truck. <strong>The</strong> base of the cake featured a series<br />
of pho<strong>to</strong>s adorning its perimeter, showing members<br />
of the s<strong>to</strong>ried Pon<strong>to</strong>ne family past and present. During<br />
the party, Sales Manager Michael Pon<strong>to</strong>ne delivered<br />
a speech that thanked cus<strong>to</strong>mers for their support<br />
and renewed the pledge that both Matthews and<br />
the Pon<strong>to</strong>ne family are dedicated <strong>to</strong> helping funeral<br />
direc<strong>to</strong>rs succeed and grow their business for many<br />
years <strong>to</strong> come.<br />
Following the party, Vice<br />
President and General<br />
Manager Andrew Pon<strong>to</strong>ne<br />
commented, “<strong>The</strong> cake<br />
was an absolute work<br />
of art, and beautifully<br />
honored the his<strong>to</strong>ry of the<br />
Pon<strong>to</strong>ne family business”.<br />
Sales Manager Steven<br />
Pon<strong>to</strong>ne added, “Hearing<br />
the wonderful feedback<br />
from cus<strong>to</strong>mers means<br />
a lot <strong>to</strong> my family, and<br />
reinforces the fact that<br />
80 years later, Matthews<br />
continues <strong>to</strong> uphold the<br />
high ideals on which our<br />
family business began”.<br />
<strong>The</strong> Matthews International Casket Division is a<br />
leading United States-based manufacturer of <strong>casket</strong>s<br />
and other funeral service products. <strong>The</strong> Division<br />
produces a wide variety of high-quality wood and<br />
metal <strong>casket</strong>s and offers urns, showroom display<br />
systems, IMS management software and an innovative<br />
consumer-based marketing program known as<br />
<strong>The</strong> Remembrance Process. For more information<br />
regarding Matthews products, contact your local<br />
Matthews Sales Representative, call 800.223.4964 or<br />
<strong>visit</strong> Matthews on the web at www.matw.com.<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 19
June - July 2011 SFD:- 9/20/11 1:06 PM Page 27<br />
INDUSTRY NEWS<br />
Thacker Expands Selection of Economical Personalization Options<br />
Thacker Caskets, Inc, the recognized industry leader in<br />
providing economical personalization options <strong>to</strong> their<br />
cus<strong>to</strong>mers and <strong>to</strong> the families that they serve, announces<br />
two important additions <strong>to</strong> their personalized <strong>casket</strong><br />
selection. <strong>The</strong> Summit 18ga steel <strong>casket</strong>, and the Fairfax<br />
Solid Poplar <strong>casket</strong> continue the Thacker “tradition of<br />
innovation” when it comes <strong>to</strong> attractive yet affordable<br />
personalization.<br />
In announcing these important additions Thacker<br />
President, C.J. Thacker said, “Here<strong>to</strong>fore our<br />
personalization initiatives have been primarily focused<br />
on our 20ga steel <strong>casket</strong>s. Our cus<strong>to</strong>mers asked for the<br />
same economical Thacker personalization options but in<br />
18ga steel and in hardwood for those families choosing<br />
<strong>to</strong> select a bit higher. Our cus<strong>to</strong>mers asked… Thacker<br />
listened and delivered”.<br />
Mike Beardsley, Thacker VP of Sales & Marketing<br />
added, “We introduced these exciting new designs<br />
at our National Sales Meeting held in September at<br />
our Florence, Alabama fac<strong>to</strong>ry. Our Thacker sales<br />
representatives were elated. Initial sales of the Summit<br />
and Fairfax have exceeded our most optimistic<br />
projections. <strong>Funeral</strong> Direc<strong>to</strong>rs easily see the opportunity<br />
for enhanced margins that these new <strong>casket</strong>s present all<br />
while enabling their families <strong>to</strong> express their sentimental<br />
feelings at a reasonable price. Families appreciate being<br />
able <strong>to</strong> “cus<strong>to</strong>m design” an appropriate final tribute for<br />
their loved ones.”<br />
<strong>The</strong> Summit 18ga <strong>casket</strong> is available in 2 attractive<br />
finishes: Silver shaded Ebony, and Dark Bronze shaded<br />
Copper. <strong>The</strong>se <strong>casket</strong>s may be personalized in a number<br />
of popular themes for next-day delivery <strong>to</strong> most areas.<br />
<strong>The</strong> Summits feature hand-sewn interiors, FluidGard<br />
Plastic Tray Liners, 24” inside width, and highly<br />
detailed decals with carefully embroidered back panels<br />
in the optional Personalization Packages.<br />
<strong>The</strong> Fairfax Solid Poplar <strong>casket</strong> sports a rich, hand<br />
polished Cherry finish, and a hand-sewn rose tan crepe<br />
interior. <strong>The</strong> classic “post and beading” design coupled<br />
with the attractive personalization options make the<br />
Fairfax a “can’t miss” addition <strong>to</strong> any selection room.<br />
Today’s “Baby Boomer” consumers are particularly<br />
drawn <strong>to</strong> the warmth, beauty, and individuality founds<br />
in nature’s own hardwood.<br />
<strong>The</strong> Summit and the Fairfax join the wildly successful<br />
Hartley and Olympic (extra-size) <strong>casket</strong>s <strong>to</strong> give Thacker<br />
the broadest selection of affordable personalization in<br />
the industry. You can count on Thacker innovation <strong>to</strong><br />
provide the products and services so valued by <strong>Funeral</strong><br />
Direc<strong>to</strong>rs and consumers alike in these troubled<br />
economic times.<br />
EXCLUSIVE OFFER FOR READERS OF<br />
SOUTHERN FUNERAL DIRECTOR MAGAZINE<br />
Would you like <strong>to</strong> try the new Summit, the Fairfax, or<br />
BOTH for 30 days without obligation? You can take a<br />
“sneak preview” simply by calling your Thacker Sales<br />
Representative or the Thacker Cus<strong>to</strong>mer Service Offices<br />
in Clin<strong>to</strong>n, Maryland at 1-800-637-8891. You must<br />
mention that you read about the Summit and the Fairfax<br />
in the <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r magazine <strong>to</strong> receive<br />
this FREE TRIAL OFFER. Certain conditions apply.<br />
Not all callers may qualify. Your sales representative or<br />
our Thacker Cus<strong>to</strong>mer Service Associates will share all<br />
the details.<br />
Thacker Caskets, Inc. is America’s 4th largest<br />
manufacturer of metal <strong>casket</strong>s. Thacker is also<br />
proud <strong>to</strong> produce this country’s “most American-made<br />
metal <strong>casket</strong>s”. Thacker utilizes no imported<br />
components in the production of their <strong>casket</strong>s.<br />
If “Made in the USA” and keeping jobs in this<br />
country are important <strong>to</strong> you then be sure <strong>to</strong> contact<br />
Thacker at 1-800-637-8891, and <strong>visit</strong> the Thacker<br />
website at www.thacker<strong>casket</strong>s.com.<br />
SELLING your<br />
FUNERAL HOME<br />
or CEMETERY?<br />
We provide the service you expect!<br />
TOTALLY DISCREET MARKETING<br />
–or Listing on Our Web Site–<br />
Receiving over 23,000 hits monthly.<br />
We maintain a large data base<br />
of qualified buyers.<br />
We also can simplify loan processing for:<br />
• Purchase<br />
• Expansion • Working Capital<br />
• Inven<strong>to</strong>ry • Equipment<br />
CONVENTIONAL or SBA LOANS<br />
1-800-341-0100<br />
“As a family owned<br />
and operated<br />
business, you have<br />
my guarantee of<br />
personal service.”<br />
DICK MATISE<br />
www.matise.com<br />
www.alliance’04 <strong>The</strong> 8-6-04 <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011 27<br />
20<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 21
A Visit <strong>to</strong> Genesis Casket Company<br />
Discovering a New and Innovative Way <strong>to</strong> Meet the Demands of the Funer al Profession<br />
By: John Yopp<br />
Earlier this year, <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r magazine<br />
made plans <strong>to</strong> attend the Casket & <strong>Funeral</strong> Supply<br />
Association of America (CFSAA) Fall Conference in<br />
Indianapolis on November 14 & 15. While in <strong>to</strong>wn,<br />
we decided <strong>to</strong> see if a <strong>visit</strong> <strong>to</strong> the new Genesis Casket<br />
Company plant could be arranged <strong>to</strong> learn more about<br />
this new venture.<br />
<strong>The</strong> folks at Genesis were happy <strong>to</strong> have us s<strong>to</strong>p by<br />
and we soon learned we would not be the only guests.<br />
<strong>The</strong> <strong>company</strong> was conducting its first Genesis Listens<br />
session with a number of funeral direc<strong>to</strong>rs. <strong>Southern</strong><br />
<strong>Funeral</strong> Direc<strong>to</strong>r magazine was invited <strong>to</strong> “tag along”<br />
during the session <strong>to</strong> observe the Genesis operations<br />
from a funeral direc<strong>to</strong>r’s perspective.<br />
most devoted <strong>to</strong> production. We learned that the<br />
previous owner, SMC Corporation, used the facility<br />
as its North American headquarters as well as for<br />
manufacturing and distribution – the same things for<br />
which Genesis is now using the building.<br />
<strong>The</strong> afternoon started with a quick <strong>to</strong>ur of the product<br />
showroom located just off the lobby. <strong>The</strong>re, several of<br />
the <strong>casket</strong>s are shown on displays that showcased the<br />
unique features of the <strong>casket</strong>. <strong>The</strong> room also features<br />
large graphics and several multi-media presentations.<br />
During this part of the <strong>to</strong>ur, we learned a little<br />
bit about Genesis’s relationship with its partner,<br />
Gestamp, a global leader in the steel, au<strong>to</strong>motive<br />
components and renewable energy industries. <strong>The</strong><br />
<strong>company</strong>’s North American headquarters is based<br />
in Troy, MI, and designs, develops and manufactures<br />
metal components, metal stampings and structural<br />
systems for many premier au<strong>to</strong> companies, including<br />
Ford, GM, Chrysler, Mercedes-Benz, BMW and<br />
Volkswagen. Gestamp North America is a subsidiary<br />
of Gestamp Au<strong>to</strong>moción, S.L., a privately held<br />
<strong>company</strong> based in Madrid, Spain.<br />
Gestamp has 100 industrial plants in more than 25<br />
countries, spanning four continents. With a worldwide<br />
workforce of more than 21,000 employees, Gestamp<br />
brings considerable expertise, talent, technology<br />
and experience <strong>to</strong> the table. Gestamp is one of the<br />
world’s largest buyers of stainless and carbon steel. It<br />
appears that Gestamp’s experience in product design,<br />
engineering, processing, <strong>to</strong>oling, mig and resistance<br />
welding, robotic assemblies, roll forming, stretch<br />
bending, operations, and delivery has been invaluable<br />
as Genesis developed and finalized its product<br />
manufacturing and assembly.<br />
When we arrive at the location, we couldn’t help but<br />
notice the size of the plant. <strong>The</strong> building is situated<br />
on 18 acres on the east side of Indianapolis. <strong>The</strong><br />
facility has almost 250,000 square feet of space, with<br />
Once the showroom <strong>to</strong>ur is finished, a rear door in the<br />
room takes you directly <strong>to</strong> the production floor. From<br />
there, we were led on a plant <strong>to</strong>ur that showcased the<br />
Genesis manufacturing process. During this <strong>to</strong>ur,<br />
we were able <strong>to</strong> see firsthand the manufacturing of a<br />
Genesis <strong>casket</strong>.<br />
Thanks <strong>to</strong> their Gestamp connection, Genesis has<br />
adopted a number of innovative manufacturing<br />
22<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
processes that are used extensively in the au<strong>to</strong>motive<br />
industry <strong>to</strong> produce metal <strong>casket</strong>s. <strong>The</strong> first of these<br />
is roll forming. Roll forming is a continuous bending<br />
operation in which a long strip of sheet metal taken<br />
from a large coil is passed through sets of rolls<br />
mounted on consecutive stands, each set performing<br />
only an incremental part of the bend, until the desired<br />
<strong>casket</strong> cross-section profile is obtained. At the end of<br />
the operation line, the roll formed panel is cut <strong>to</strong> the<br />
required length.<br />
system that provides a finish that’s second <strong>to</strong> none.<br />
If the unit is <strong>to</strong> be brushed, there is a separate area<br />
located next <strong>to</strong> the paint area where this takes place.<br />
Upon exiting the paint area, the <strong>casket</strong> then enters the<br />
final assembly area. This is where the hardware and<br />
interiors are installed as well as joining the cap <strong>to</strong> the<br />
shell. Upon leaving this area, the <strong>casket</strong> is inspected<br />
before moving <strong>to</strong> the logistics warehouse.<br />
<strong>The</strong> metal piece or “stick” is then taken <strong>to</strong> the stretch<br />
bender. In stretch bending, a length of sheet metal (in<br />
Genesis’s case, one that has just come from the roll<br />
forming machine) is positioned over a die block and<br />
the die block stretches and bends the sheet <strong>to</strong> form<br />
the U-shape part. <strong>The</strong>se two parts are then joined via<br />
a robotic weld at both the front and back of the <strong>casket</strong><br />
<strong>to</strong> form the upper shell of the <strong>casket</strong>. This upper shell<br />
is then joined <strong>to</strong> the bot<strong>to</strong>m panel of the <strong>casket</strong> via a<br />
robotic weld.<br />
Located within the building is the Genesis<br />
Indianapolis warehouse, from where all <strong>casket</strong>s are<br />
As for the caps, they are stamped much like other<br />
metal <strong>casket</strong>s, but this process is not done in<br />
Indianapolis. Rather than tie up capital in a die press,<br />
we learned the head and foot caps are stamped in<br />
one of Gestamp’s au<strong>to</strong>motive plants and shipped <strong>to</strong><br />
Genesis. (Interestingly, the Gestamp plant in South<br />
Carolina that stamps these caps is also currently<br />
supplying steel au<strong>to</strong>motive parts <strong>to</strong> the BMW plant<br />
located in nearby Spartanburg.)<br />
At this point, the shell and cap are then put through<br />
a number of robotic weld stations in preparation for<br />
painting. After welding, the <strong>casket</strong> and shell are place<br />
on a carriage conveyor system and put thorough a five<br />
stage wash system. Once they exit the last station, the<br />
cap and shell enter the paint system where they are<br />
then primed and then painted using a robotic paint<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 23
use of these uniforms gave the<br />
overall plant operation a sense<br />
of real professionalism.<br />
Following the <strong>to</strong>ur, we<br />
adjourned <strong>to</strong> a conference<br />
room. <strong>The</strong> funeral direc<strong>to</strong>rs<br />
in the group were then asked<br />
a series of general questions<br />
about <strong>casket</strong>s and how they<br />
select them. We were placed<br />
in smaller groups and we<br />
accompanied one of the groups<br />
<strong>to</strong> another room where a Genesis<br />
<strong>casket</strong> was on display. Each<br />
group was asked <strong>to</strong> carefully<br />
inspect the <strong>casket</strong> and make a<br />
list of the positive and negative<br />
attributes for the <strong>casket</strong>. We<br />
then reconvened and presented<br />
these <strong>to</strong> the management team<br />
at Genesis. <strong>The</strong>y were very<br />
appreciative of the candor of<br />
the group and <strong>to</strong>ok notes of<br />
what was presented.<br />
24<br />
Find us in more places than just campus.<br />
distributed. Some will go directly <strong>to</strong> funeral homes<br />
in Indiana, but most will be shipped <strong>to</strong> one of the<br />
Genesis distribution centers. Presently, the <strong>company</strong><br />
has identified seven states where they will initially<br />
locate warehouses. <strong>The</strong>se warehouses will supply<br />
funeral homes in the surrounding area.<br />
Aside from the facility being state of the art, the<br />
other thing that’s noticeable is the cleanliness of the<br />
facility and the production team. <strong>The</strong> manufacturing<br />
employees on the floor were dressed in white uniforms<br />
and the logistics personnel had blue uniforms. <strong>The</strong><br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011<br />
<strong>The</strong> teams were also asked<br />
about what they value in a<br />
<strong>casket</strong> by way of features. <strong>The</strong><br />
session was then closed with a<br />
discussion about where Genesis<br />
should devote their new<br />
product development activities<br />
in the coming months. And as<br />
you might expect, the funeral<br />
direc<strong>to</strong>rs were not hesitant in<br />
coming forth with suggestions<br />
and ideas.<br />
What lies ahead for Genesis is unclear, but we left<br />
with a new appreciation for what they are trying<br />
<strong>to</strong> accomplish. Tony Colson has assembled a<br />
knowledgeable and dedicated team and we could<br />
sense from everyone at Genesis – from the support<br />
staff <strong>to</strong> the front line associates – that they believe<br />
they can and will make a difference in funeral service.<br />
What we do know is that Genesis now employs almost<br />
100 associates that are responsible for manufacturing,<br />
distributing and selling a <strong>casket</strong> that is worthy of<br />
consideration by funeral professionals throughout the<br />
United States.
Set the bar high.<br />
Expect more from your <strong>casket</strong> supplier.<br />
You have high standards for your funeral home and it’s time <strong>to</strong> expect more<br />
from your <strong>casket</strong> supplier. Genesis Casket Company will deliver.<br />
Through the au<strong>to</strong>motive expertise of our partner Gestamp Au<strong>to</strong>moción, we’ll<br />
set new standards for fit, finish and appearance. Combining revolutionary<br />
design with best-in-class production and paint application technology, you’ll<br />
find exceptional value in an appealing line of affordable metal <strong>casket</strong>s.<br />
Discover what sets us apart. With our Flash-Dri paint system, Cap-Check<br />
hinge, and several other patented manufacturing processes, you’ll see why<br />
the same old thing just isn’t good enough for your funeral home <strong>to</strong>day.<br />
Visit www.<strong>genesis</strong><strong>casket</strong>.com <strong>to</strong> learn what markets were presently serving.<br />
3011 N. Franklin Road • Indianapolis, Indiana 46226<br />
855-618-4501 www.<strong>genesis</strong><strong>casket</strong>.com<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 25
INDUSTRY NEWS<br />
Master Grave Service adds Full Line of Signet Supply Metal,<br />
Hardwood and Cremation Caskets<br />
Signet Supply was created in response <strong>to</strong> the funeral<br />
homes’ need for lower cost, quality <strong>casket</strong>s delivered<br />
with uncompromised service. In the midst of the current<br />
national economic crisis, funeral homes are facing<br />
pressures from consumers, steady growth in cremation,<br />
and ever increasing product costs, all of which result in<br />
compressed margins.<br />
Grave Service only sells <strong>to</strong> licensed funeral home<br />
establishments.<br />
Master Grave Service, Inc. has been at the forefront in<br />
the funeral service industry since 1966. We have always<br />
been a service oriented business. Our background as<br />
funeral direc<strong>to</strong>rs has helped us serve our cus<strong>to</strong>mer base<br />
from a unique standpoint.<br />
Warren Chandler, Sr (left) and Johnny McClurd (right) in the new <strong>casket</strong><br />
show room for Master Grave Service’s Signet Supply.<br />
Signet Supply strives <strong>to</strong> simply fill the gap between<br />
cost and quality, creating value for your funeral home<br />
and the cus<strong>to</strong>mers you serve. We will, at the same time<br />
provide the trusted service you are accus<strong>to</strong>med <strong>to</strong> in the<br />
ordering, inspection and delivery of the product.<br />
By holding down our<br />
overhead costs, Signet<br />
Supply can provide you with<br />
very competitive pricing<br />
at the time of purchase -<br />
no discounts <strong>to</strong> calculate<br />
or rebate <strong>to</strong> track or wait<br />
on. In addition, Master<br />
We proudly offer opening and closing graves,<br />
personalized burial vaults, monuments and professional<br />
graveside set ups. We feel by adding the Signet Supply<br />
<strong>casket</strong> line it will help us become a more complete<br />
<strong>company</strong>.<br />
Signet Supply has<br />
established a solid<br />
supply chain and by<br />
offering a focused<br />
product line, will<br />
keep inven<strong>to</strong>ry cost<br />
down and production<br />
efficiencies up. We<br />
hope this new venture meets with your acceptance and<br />
more importantly, your orders. As always, we stand<br />
behind our products and service and encourage your<br />
feedback.<br />
Thank you very much for your past and present business<br />
and we look forward <strong>to</strong> serving you in the future.<br />
Sincerely,<br />
Warren Chandler, Sr.<br />
Owner & Founder<br />
Johnny McClurd Joins Master Grave Service<br />
26<br />
Warren Chandler, Sr., recently announced that Johnny<br />
McClurd, Ocilla, GA, has joined Master Grave Service<br />
as Senior Vice President of Marketing and Sales for their<br />
Signet Supply line of funeral products. Signet Supply offers<br />
a full line of high quality metal, hardwood, and cremation<br />
<strong>casket</strong>s.<br />
“Johnny brings a wealth of knowledge, expertise and<br />
founded relationships <strong>to</strong> our <strong>company</strong> and thankful <strong>to</strong> have<br />
someone of his caliber and professionalism <strong>to</strong> represent our<br />
<strong>company</strong> in the state of Georgia.” Mr. Chandler continues,<br />
“He has over 40 years of sales experience of funeral service<br />
products and understands the needs for the funeral home<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011<br />
owner <strong>to</strong> adapt <strong>to</strong> the ever changing funeral industry.”<br />
Prior <strong>to</strong> Johnny’s new appointment with Master Grave<br />
Service, McClurd has been with many notable companies<br />
such as, Classic Metal Vaults/Doric Products, USA Vaults,<br />
Dixie Vaults and begin his career with Clark Grave Vault.<br />
Johnny is a Licensed <strong>Funeral</strong> Direc<strong>to</strong>r and Embalmer in the<br />
state of Georgia and recently received his 40 year pin at<br />
the Georgia FDA convention this past summer. He also<br />
is a member of the Academy of Graduate Emblamers of<br />
Georgia, Georgia <strong>Funeral</strong> Supply Sales Association (Past<br />
President and Secretary), Past President’s Club of Georgia,<br />
and associate member of Georgia FDA and Independent<br />
<strong>Funeral</strong> Direc<strong>to</strong>rs of Georgia.
Ben<strong>to</strong>n-Glunt <strong>Funeral</strong> Home, Henderson, KY (Pho<strong>to</strong> of James Veccia, Owner and Wayne<br />
Justice, Ambulance & Coach). Also, Ellis Galyon, Ambulance and Coach, delivering car keys for<br />
new INDUSTRY fleet of S&S NEWS Limo's delivered <strong>to</strong> the Central Kentucky that provides Livery assistance Service with children’s as shown funeral in front expenses of the<br />
Accubuilt Building, Lima, OH.<br />
for families in need.<br />
Organizational Affiliations<br />
Cus<strong>to</strong>m Casket<br />
Georgia We are FDA members Summer of the following Convention organizations:<br />
Independent <strong>Funeral</strong> Direc<strong>to</strong>rs of GA (IFDG), Casket<br />
and <strong>Funeral</strong> Supply Association of America (CFSA), and<br />
National Federation of Independent Business (NFIB).<br />
June - July 2011 SFD:- 9/20/11 1:04 PM Page 23<br />
Company Description<br />
Cus<strong>to</strong>m Casket Company is an American owned and<br />
operated <strong>company</strong> located in Northern Georgia. We<br />
specialize in cus<strong>to</strong>m, personalized hardwood <strong>casket</strong>s,<br />
and have 30 years experience in providing fine wood<br />
products. We offer a hand-crafted, American-Made<br />
design that allows you <strong>to</strong> create a unique, memorable,<br />
and personalized experience for you or your loved one.<br />
Our patent pending handle will hold over 1/2 <strong>to</strong>n (1,000<br />
pounds), and the unique design allows the sides, head<br />
and foot <strong>to</strong> be decorated in any way imaginable. <strong>The</strong><br />
straps of the handle which run along the bot<strong>to</strong>m of the<br />
unit, adds extra strength and security, allows for a better<br />
grip for carrying, and protects during transportation.<br />
Cus<strong>to</strong>mer Demographics<br />
We primarily distribute <strong>to</strong> <strong>Funeral</strong> Homes in Georgia<br />
and the Southeast, but we have also shipped units as far<br />
away as Kansas and New York.<br />
Community Involvement<br />
We have a program in place <strong>to</strong> donate a unit <strong>to</strong> families<br />
of fallen heroes (military, firefighter, or police officer)<br />
in the state of Georgia who fall in the line of duty. We<br />
have also donated a unit for a K-9 Officer. We are also<br />
working with Charlie’s Little Angles, an organization<br />
Branch Locations<br />
Pierce & Pierce, Buford, GA: We are proud <strong>to</strong> have<br />
Pierce & Pierce as our main manufacturing plant for<br />
our hardwood <strong>casket</strong>s. <strong>The</strong>y have been in business for<br />
30 years and use only the best grades of quality select<br />
hardwoods, which are produced by some of the <strong>to</strong>p<br />
lumber providers in the United States of America.<br />
Master Craft Engineering, Tif<strong>to</strong>n, GA: Our patentpending<br />
handle is being manufactured by Master Craft<br />
Engineering. Master Craft has been in business for<br />
over 50 years. Since 1979, the Tif<strong>to</strong>n location, with two<br />
adjoining facilities, has been headquarters of the entire<br />
Master Craft operation. Both Georgia facilities are<br />
expandable <strong>to</strong> meet the growing needs of the industrial<br />
south.<br />
Cherokee Specialty Caskets, Griffin, GA: Our <strong>casket</strong><br />
interiors are provided by Cherokee Specialty Caskets,<br />
located in Griffin, Georgia. <strong>The</strong>y have been the funeral<br />
industry for more than 65 years, and provide <strong>to</strong>p quality<br />
<strong>casket</strong> interiors; and also provide specialty adult <strong>casket</strong>s<br />
<strong>to</strong> funeral homes across the United States and around<br />
the World.<br />
Cus<strong>to</strong>m Casket Company<br />
Bot<strong>to</strong>m Handle<br />
<strong>Funeral</strong> Coach Inven<strong>to</strong>ry<br />
2011 S&S Medalist Cadillac - White -NEW!<br />
2011 S&S Medalist Cadillac - Blue - Oval Window - NEW!<br />
2011 S&S Medalist Cadillac - Black - NEW!<br />
2010 S&S Medalist Cadillac - Black/Silver - NEW!<br />
2007 S&S Medalist Cadillac - Black - 14K Miles<br />
2006 S&S Medalist Cadillac - Black/White - 21K Miles<br />
2006 Crown Sovereign - Black - 49K Miles<br />
2004 S&S Masterpiece Cadillac - Blue - w/Pull-out Table - 75K Miles<br />
1999 S&S Masterpiece Cadillac - Black/Gray - w/Pull-out Table - 51K Miles<br />
2005 S&S Limo<br />
6 Door<br />
Limousine Inven<strong>to</strong>ry<br />
2005 S&S 47" Cadillac w/Executive Roof - Black - 38K Miles<br />
2005 S&S Lincoln - 6DR - White - Leather - Reversible Center Seat -14K Miles<br />
2005 S&S 6DR Cadillac - Black/Silver - 18K Miles<br />
2005 S&S 6DR Cadillac - Silver - 24K Miles<br />
2005 Lincoln 46" 6DR - White - 23K Miles<br />
2004 S&S 6DR Cadillac w/Executive Roof - Dark Blue - 48K miles<br />
Cus<strong>to</strong>m Casket Company | 1603 Gibbs Drive | Gainesville, GA 30507<br />
(877) 57 – CASKET | info@cus<strong>to</strong>m<strong>casket</strong><strong>company</strong>.com | www.cus<strong>to</strong>m<strong>casket</strong><strong>company</strong>.com<br />
2010 S&S<br />
Cadillac Medalist<br />
American Made<br />
2005 S&S<br />
6 Door Cadillac Limo<br />
28<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011 17<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011 23
INDUSTRY NEWS<br />
Cus<strong>to</strong>m Air Trays<br />
Cus<strong>to</strong>m Air Trays opened its doors for business in 1992.<br />
What started as a suggestion from a close friend in the<br />
body removal business has grown <strong>to</strong> a nationally known<br />
manufacturer of high quality air trays and cremation<br />
related products.<br />
<strong>The</strong> <strong>company</strong> started in a very small building in<br />
Portsmouth, Virginia- so small that we didn’t even have<br />
inside plumbing. <strong>The</strong> original owners’ idea and dream<br />
was <strong>to</strong> have a <strong>company</strong> that put the cus<strong>to</strong>mer first and<br />
make the best trays available at a competitive price.<br />
That philosophy continues <strong>to</strong>day and is the key <strong>to</strong> our<br />
success at Cus<strong>to</strong>m Air Trays.<br />
As business grew it became apparent that additional<br />
space was needed. A move <strong>to</strong> nearby Virginia Beach<br />
provided room for growth... it also had nice bathrooms!<br />
Over the years a warehouse was added that allowed<br />
finished product <strong>to</strong> be s<strong>to</strong>cked. “Same day shipping is<br />
the Rule, not the Exception” became the new slogan and<br />
added benefit for our cus<strong>to</strong>mers.<br />
In 1998 one of the original owners decided <strong>to</strong> sell his<br />
interest <strong>to</strong> a group from North Carolina who were longtime<br />
suppliers and close friends. This added a new<br />
dimension <strong>to</strong> Cus<strong>to</strong>m Air Trays as the new owners<br />
brought an extensive background in the corrugated<br />
industry, a large part of the raw materials used in air tray<br />
production. <strong>The</strong>ir cremation container designed in 1995<br />
with leak proof corners and moisture resistant coating is<br />
now one of Cus<strong>to</strong>m Air Tray’s best selling cremation<br />
containers and an industry standard. September of 2003<br />
brought a hurricane <strong>to</strong> Virginia Beach, which hastened<br />
our move <strong>to</strong> our current location of High Point, NC. This<br />
provided us more room for growth and better access<br />
<strong>to</strong> raw materials and freight carriers used <strong>to</strong> move the<br />
product <strong>to</strong> the cus<strong>to</strong>mer. We have added new product<br />
design and better efficient manufacturing and are now<br />
very well positioned as Cus<strong>to</strong>m Air Trays prepares <strong>to</strong><br />
celebrate our upcoming 20th year anniversary!<br />
Jim Hardy is one of the owners and serves as General<br />
Manager handling the day-<strong>to</strong>-day operations. Our team<br />
is very talented and experienced, led by Office Manager<br />
Cindy Davis and Plant Manager Jim Shinn. We are all<br />
dedicated <strong>to</strong> creating happy cus<strong>to</strong>mers!<br />
Cus<strong>to</strong>m Air Trays has recently redesigned our website<br />
offering a user-friendly way <strong>to</strong> place orders via the<br />
Internet. Cus<strong>to</strong>mers can check prices and get <strong>to</strong>tal<br />
YOUR WORST-CASE SCENARIO...<br />
WOULD HAVE NEVER HAPPENED WITH OUR<br />
PERFORMANCE TESTED COMBINATION TRAY.<br />
We test ours in<br />
the lab so you<br />
don’t have <strong>to</strong><br />
test it in the<br />
real world.<br />
1-800-992-1925 | Cus<strong>to</strong>mAirTrays.com<br />
© Cus<strong>to</strong>m Air Trays<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 29
fragments.” Bio Cremation technology replaces the address a few common<br />
use of flame with the utilization of water, blended with<br />
misnomers<br />
an alkali solution of potassium hydroxide (KOH). <strong>The</strong> when describing<br />
Ambulance<br />
human<br />
and<br />
body<br />
Coach,<br />
is placed<br />
Nashville,<br />
in<strong>to</strong> a pressurized<br />
orders and stainless<br />
TN delivers new fleet of white hearses, limo's and van <strong>to</strong><br />
costs Ambulance<br />
Ben<strong>to</strong>n-Glunt for their <strong>Funeral</strong><br />
Coach, including steel Nashville, cremation<br />
Home, freight Henderson,<br />
TN delivers<br />
KY (Pho<strong>to</strong><br />
new fleet<br />
of James<br />
of white<br />
Veccia,<br />
hearses,<br />
Owner<br />
limo's<br />
and<br />
and<br />
Wayne<br />
van <strong>to</strong><br />
cost, Ben<strong>to</strong>n-Glunt <strong>Funeral</strong> Home, Henderson, KY<br />
Georgia<br />
(Pho<strong>to</strong> of James<br />
FDA<br />
Veccia,<br />
Summer<br />
Owner<br />
Convention<br />
and Wayne<br />
Justice, instantly. chamber<br />
Ambulance We where service water<br />
& Coach). cus<strong>to</strong>mers and alkali<br />
Also, Ellis Galyon, Ambulance and Coach, delivering car keys for<br />
through Justice, Ambulance Coach). Also, Ellis Galyon, Ambulance and Coach, delivering car keys for<br />
new fleet out are the au<strong>to</strong>matically<br />
of S&S US from added<br />
Limo's locations and<br />
delivered in the<br />
<strong>to</strong> the Central Kentucky Livery Service as shown in front of the<br />
North new fleet temperature of S&S Limo's is raised delivered <strong>to</strong> 350°F. <strong>to</strong> the Central Kentucky Livery Service as shown in front of the<br />
Accubuilt<br />
Accubuilt Carolina,<br />
Building,<br />
Building, Texas<br />
Lima,<br />
Lima, and Virginia.<br />
Water, alkali, high-heat OH.<br />
OH. and highpressure<br />
<strong>The</strong>se Michael additional Mims, “mini Cherokee working<br />
plants”<br />
in<br />
allow<br />
harmony Casket us President Receives<br />
<strong>to</strong> offer our products and great service<br />
at a<br />
Compassionate<br />
gently circulate<br />
competitive price while<br />
Friends<br />
over the body,<br />
reducing<br />
Professional Award<br />
causing a reaction that begins and<br />
delivery time completes and cost. the cremation process.<br />
June - July 2011 SFD:- 9/20/11 1:04 PM Page 23<br />
Oak Brook, IL— Recognized as a in the United States and around the world, more than<br />
professional who has contributed greatly in the 10,000 a year.<br />
area Cus<strong>to</strong>m of supporting Air bereaved Let’s Trays families face produces it, after there a wide death are not variety many<br />
“As a bereaved parent I truly feel <strong>The</strong><br />
of a child, Michael Mims, president and owner of<br />
of labora<strong>to</strong>ry<br />
attractive<br />
tested, IPPC<br />
images<br />
registered<br />
when we Compassionate envision<br />
in Griffin, the “transition” Georgia has been of a compassionate human friends willing and able <strong>to</strong> offer<br />
and Friends is an organization of<br />
Cherokee Child Caskets<br />
awarded approved the Professional air trays Award and by combination the nation’s units.<br />
body <strong>to</strong> bones (B2B). Within support the<strong>to</strong> bereaved families,” says Michael Mims.<br />
largest Many self-help sizes bereavement organization, <strong>The</strong><br />
complete are in death s<strong>to</strong>ck care and process, cus<strong>to</strong>m the<br />
Compassionate Friends.<br />
For more information about Cherokee<br />
sizes can be B2B quickly transition built is if inescapable. necessary.<br />
Casket Company, <strong>visit</strong> them on the web at www.<br />
We also “Michael’s have This quiet three is support a journey different of bereaved all of us styles will cherokeechild<strong>casket</strong>s.com take of<br />
or call 800-535-8667.<br />
families exemplifies the best companies that<br />
cremation units regardless depending of whether on the our needs end of<br />
interact with those grieving the loss of a precious<br />
child,” of says the Patricia user. Loder, life Cremains choice executive is direc<strong>to</strong>r containers, burial, of flame <strong>The</strong> rollers cremation<br />
products She or presented water are based the also award Bio available. Crema-<br />
630 chapters in the United States offering support <strong>to</strong><br />
<strong>The</strong> Compassionate Friends has more than<br />
Compassionate and other Friends.<br />
<strong>to</strong> Mr. Mims at the recent Compassionate Friends bereaved families. Annually the organization sponsors<br />
We continually<br />
tion.<br />
look<br />
<strong>The</strong><br />
for<br />
end<br />
new<br />
result<br />
and<br />
will<br />
better<br />
the<br />
National Conference in Minneapolis, Minnesota <strong>The</strong> Compassionate Friends Worldwide Candle Lighting<br />
same. <strong>The</strong> difference between<br />
the second Sunday in December in remembrance of all<br />
as more ways than <strong>to</strong> 1,000 build bereaved our parents, products siblings and and serve our<br />
burial, flame cremation children or Bio who have died at any age from any cause. Many<br />
grandparents cus<strong>to</strong>mers! looked on Cremation in appreciation. is the B2B transition bereavement organizations and groups, including funeral<br />
Cherokee time Casket, line founded and the in 1941, “catalyst” homes, we sponsor services open <strong>to</strong> the public in conjunction<br />
specializes in and only supplies handcrafted with the event.<br />
You can learn choose. more With burial, about the Cus<strong>to</strong>m transition<br />
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10 <strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011<br />
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2004 S&S Masterpiece Cadillac - Blue - w/Pull-out Table - 75K Miles<br />
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<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011 17<br />
30<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011 17<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011 23
June - July 2011 SFD:- 9/20/11 1:02 PM Page 18<br />
INDUSTRY NEWS<br />
News Release<br />
Display Room/Warehouse:<br />
1014 14th Street<br />
Service Casket Company<br />
Genesis Casket Names High Profile Leader as Special Advisor Post Office Box 5664<br />
Robert G. Horn <strong>to</strong> Provide Guidance <strong>to</strong> Genesis Board of Direc<strong>to</strong>rs Columbus, Georgia 31906<br />
Since 1981, Service Casket Company, Inc. has<br />
provided high quality, competitively priced products<br />
1-800-226-1245<br />
and<br />
Casket<br />
the absolute<br />
manufacturer<br />
finest<br />
Genesis<br />
in cus<strong>to</strong>mer<br />
Casket<br />
service.<br />
Company<br />
We<br />
<strong>to</strong>day announced<br />
that Robert G. (Bob) Horn has accepted an appoint-<br />
(706) 322-2791<br />
are a family owned business with locations in<br />
ment <strong>to</strong> the Genesis Casket Board of Direc<strong>to</strong>rs as a special<br />
Fax: (706) 322-2745<br />
Columbus, Georgia and Havana, Florida. Service<br />
advisor. Horn began serving in this capacity at the Genesis<br />
Casket Company distributes a full line of <strong>to</strong>p quality<br />
August 30th board meeting.<br />
SCOTT JONES, CEO<br />
hardwoods, metal, cloth, youth and a large selection scottjones@service<strong>casket</strong><strong>company</strong>.com<br />
of oversized<br />
“We are pleased<br />
<strong>casket</strong>s.<br />
and honored that Bob has accepted our invitation<br />
<strong>to</strong> serve and that he will be involved with our <strong>company</strong>,” BETTE COLEY, Office Manager<br />
stated Genesis WE President DISTRIBTE and Chief Executive Officer William bettecoley@service<strong>casket</strong><strong>company</strong>.com<br />
A Full Anthony line (Tony) of metal Colson. <strong>casket</strong>s “I am personally – bronze, looking copper, forward <strong>to</strong><br />
stainless working steel, with 18 him gauge, and 20 for gauge Genesis gasketed, Casket 20 and gauge all of funeral Florida Representative:<br />
nongasketed. service <strong>to</strong> benefit A Full from line the of Hardwood wisdom and Caskets expertise – he brings.<br />
Carlos Barrett<br />
cloth His covered dedication wood <strong>to</strong> funeral <strong>casket</strong>s. service Artline and stellar Caskets reputation and will help Cell: (850) 933-9421<br />
Oversize Genesis Caskets. address Also several Burial of the Garments issues facing – regular funeral professionals<br />
oversize, <strong>to</strong>day. <strong>Funeral</strong> ” Direc<strong>to</strong>r Umbrellas, Air<br />
and<br />
Trays, C ombo Air Trays and Cremation Trays,<br />
High<br />
Body Horn Bags, began Register his career Books in the and funeral Acknowledgement<br />
profession almost 50 years<br />
Quality<br />
Cards, ago at Casket a small Head family-owned Panels mortuary and Selection and retired Room as CEO and<br />
Displays. Chairman of Keys<strong>to</strong>ne Group Holdings in 2007. Prior <strong>to</strong> co-<br />
Competitively<br />
founding Keys<strong>to</strong>ne, a multi-state funeral acquisition and operating<br />
firm, Bob was Chief Operating Officer and Partner of<br />
Robert<br />
Priced<br />
G. Horn<br />
18 <strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 31
Top 10 Things <strong>to</strong><br />
Consider When Dealing<br />
with <strong>Funeral</strong> Shipping<br />
By: Angela Berwald<br />
When it comes <strong>to</strong> making shipping arrangements for deceased<br />
family members, many people are confused and anxious of the<br />
process that is critical <strong>to</strong> bring their loved ones home. As experts in<br />
the field for over 30 years, National Mortuary Shipping has helped<br />
<strong>Funeral</strong> Direc<strong>to</strong>rs reunite thousands of families with their loved<br />
ones <strong>to</strong> say their final goodbyes. But as a funeral direc<strong>to</strong>r, what do<br />
you need <strong>to</strong> know on your end <strong>to</strong> get the job done as effortlessly<br />
and stress free as possible?<br />
Many times, deaths away from home are straight forward and<br />
the arrangements go smoothly. However, there is that percentage<br />
that does not. It can be that the person died outside the United<br />
States, there are flight problems, the doc<strong>to</strong>r is not available, or the<br />
condition of the deceased themselves creates a challenge. While<br />
these issues do inevitably arise at times, there are certain things<br />
you can do <strong>to</strong> prepare yourself for cases such as these.<br />
At National Mortuary Shipping, we have put <strong>to</strong>gether what we<br />
consider our “Top Ten Things <strong>to</strong> Consider When Dealing with<br />
<strong>Funeral</strong> Shipping.” While the process can seem overwhelming at<br />
first, if you follow a laid out pro<strong>to</strong>col for these cases, you will soon<br />
find it <strong>to</strong> be significantly easier.<br />
1. Do not set times for the service until you know when the<br />
remains will arrive. Once this information is determined,<br />
always leave enough time <strong>to</strong> allow for flight delays. You never<br />
know what might come up last minute.<br />
2. Obtain all of the vital statistics from the family immediately.<br />
We do realize this can be an issue if you are helping a family<br />
that is extremely distraught. However, many states have gone<br />
<strong>to</strong> an online death registration system and all information is<br />
needed in order <strong>to</strong> obtain the permit <strong>to</strong> ship. An option may<br />
be <strong>to</strong> take the information over the phone, explaining why the<br />
information is needed so quickly.<br />
3. Contact someone <strong>to</strong> handle the shipment that is familiar with<br />
all of the shipping regulations at the place of death.<br />
4. Although it may sometimes be a delicate subject, talk <strong>to</strong><br />
family about the size of the deceased. Some airlines have a<br />
weight limit of 300lbs and this may be the only airline that<br />
handles remains from the city of death.<br />
5. Take in<strong>to</strong> consideration the location of the deceased. Some<br />
facilities are located far away from a jetport city. Some<br />
facilities don’t release in the middle of the night. And some<br />
facilities require the families’ signature before they will<br />
release.<br />
6. <strong>The</strong> day of the week the death occurred can also affect<br />
shipment. Some government offices, hospitals, and morgues<br />
are not open on weekends or holidays. This can cause a delay<br />
in both the release of the deceased as well as the acquisition<br />
of paperwork such as permits and death certificates.<br />
process. Some cases may require a Medical Examiner <strong>to</strong> be<br />
involved. This can increase a delay depending on the Medical<br />
Examiners case load. It is also important <strong>to</strong> give the embalmer<br />
enough time <strong>to</strong> prepare the deceased properly. Some remains<br />
may require more time than others and additional time for<br />
observation may be requested by the embalmer.<br />
8. Communicate with the family that every state, county,<br />
province, parish and country has different requirements. If<br />
the person was in your care, you can easily schedule with the<br />
family the date of the service, but since the death is out of<br />
your area, you will need <strong>to</strong> explain <strong>to</strong> the family that although<br />
you understand their need <strong>to</strong> have their loved one home, there<br />
are requirements that need <strong>to</strong> be met.<br />
9. Make sure Shipping <strong>Funeral</strong> Home or Mortuary Service is<br />
aware of final disposition so proper paperwork is obtained.<br />
This is of significant importance especially if the final<br />
disposition is cremation. In some areas the Medical Examiner<br />
must view the remains prior <strong>to</strong> issuing a permit.<br />
10. <strong>The</strong> questions of when can I plan services for an out of <strong>to</strong>wn<br />
death does not have a simple answer and many variables come<br />
in<strong>to</strong> play. NMS can handle your out of <strong>to</strong>wn deaths both<br />
nationally and internationally. Shipping is what NMS does<br />
on a daily basis and we are accus<strong>to</strong>med <strong>to</strong> working through<br />
all of the logistics so you can focus on taking care of your<br />
families.<br />
As experts in the funeral industry, families turn <strong>to</strong> you for your<br />
guidance and support during this difficult time. By knowing how<br />
<strong>to</strong> handle national and international shipping, your families will<br />
remember how you made their final moments with their loved one<br />
as memorable as possible.<br />
For over 30 years, NMS has worked alongside funeral direc<strong>to</strong>rs<br />
<strong>to</strong> aid families dealing with an already difficult situation – death<br />
away from home. Our staff of Shipping Specialists is here 24<br />
hours a day, seven days a week <strong>to</strong> help, and our worldwide network<br />
of representatives supplements this knowledge in providing both<br />
national and international shipping solutions. Combined our staff<br />
has over 160 years of experience in the shipping and cremation<br />
industry.<br />
About National Mortuary Shipping:<br />
National Mortuary Shipping is<br />
considered <strong>to</strong> be a leader in the<br />
funeral industry working alongside<br />
funeral direc<strong>to</strong>rs <strong>to</strong> aid families with<br />
death away from home. NMS offers<br />
removal services, domestic shipping,<br />
international shipping, embalming,<br />
livery, direct cremation, disinterment<br />
and graveside services. Unique <strong>to</strong><br />
NMS, shipping specialists are available<br />
24 hours a day <strong>to</strong> assist funeral homes<br />
with any questions or needs. For more information, <strong>visit</strong> www.<br />
natlmortuaryshipping.com. Angela Berwald is President of National<br />
Mortuary shipping. She has been assisting funeral direc<strong>to</strong>rs for over<br />
25 years.<br />
7. <strong>The</strong> circumstances of the death also play a role in the shipping<br />
32<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
Form Versus Function<br />
Perfecting Your Forms<br />
With Function<br />
by: Poul Lemasters<br />
Leave it <strong>to</strong> an at<strong>to</strong>rney <strong>to</strong> over-legalize anything and everything. Just look at the cup of<br />
coffee you bought this morning and read the cup: “Caution - Contents Are Extremely Hot.”<br />
Really? Does our society require the most obvious disclaimers and notices? Is our society<br />
so litigious that businesses believe they have <strong>to</strong> limit their potential liability at every turn?<br />
<strong>The</strong> simple answer is yes. But, there is a huge caveat that goes along with the plethora of<br />
forms. That proviso is function. <strong>The</strong> concept is that a form <strong>to</strong> simply reduce a potential risk<br />
is not really the perfect form. To be a perfect form, it must reduce the risk and serve some<br />
greater purpose, such as education or even marketing.<br />
It is amazing and frustrating <strong>to</strong> see how many forms are<br />
available in the funeral profession. (Keep in mind that<br />
the goal of this article is not <strong>to</strong> reduce forms but rather<br />
<strong>to</strong> perfect the forms already in place). Far <strong>to</strong>o often<br />
businesses resolve problems with forms. For example,<br />
a family informs you that they want <strong>to</strong> view an unembalmed<br />
body that happens <strong>to</strong> have been au<strong>to</strong>psied.<br />
<strong>The</strong> business finds a release it used for viewing a trauma<br />
case. <strong>The</strong> business adds some more language that talks<br />
about an un-embalmed deceased, and then has the<br />
family sign it. This form is saved on the computer and<br />
quickly forgotten. Years later when a similar situation<br />
presents itself, the business finds the recycled form,<br />
makes a few more additions / deletions and keeps going<br />
forward. <strong>The</strong> problem with this process is twofold.<br />
<strong>The</strong> first problem is that the form may not actually be<br />
offering the business any true protection. Anytime<br />
a form is “forced” it typically will not offer the best<br />
protection. Forms should be created <strong>to</strong> address the<br />
specific process and risks present at that moment.<br />
<strong>The</strong>re is no universal release that covers every situation.<br />
To create the form for the situation you need <strong>to</strong> identify<br />
the entire process and then be sure <strong>to</strong> address all the<br />
concerns. This will change from situation <strong>to</strong> situation<br />
and from time <strong>to</strong> time.<br />
<strong>The</strong> second problem is that if you are creating a form <strong>to</strong><br />
just react <strong>to</strong> the situation you are doing a great disservice<br />
<strong>to</strong> the family and your business. A perfect form will<br />
help educate the family and also serve as a marketing<br />
<strong>to</strong>ol for your business. In this way, your forms should<br />
never come across as a legal document or a standard<br />
form – but rather a <strong>to</strong>ol that will aid the family and the<br />
business. <strong>The</strong> easiest way <strong>to</strong> demonstrate these concepts<br />
is through an example.<br />
Consider a somewhat common form that many funeral<br />
businesses use, but few have perfected. <strong>The</strong> form is<br />
a “Method of Payment” form used <strong>to</strong> identify how a<br />
consumer will handle its financial obligations <strong>to</strong> the<br />
business. (For a free download of this form, please <strong>visit</strong><br />
WEBADDRESS INSERT) To create this perfect form<br />
there are three steps <strong>to</strong> consider. <strong>The</strong> steps include:<br />
identifying the problem; determine the solutions; and<br />
creating the marketing/education side.<br />
<strong>The</strong> main problem, which results in the creation of a<br />
form, is typically the easiest <strong>to</strong> identify. In this case the<br />
problem is not getting paid. However, as stated above,<br />
there are always smaller problems or potential issues that<br />
can arise and if they are not identified, then they will go<br />
unresolved and can and typically will result in future<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 33
issues. When thinking of unpaid contracts, the other<br />
issues include: timing of payment; responsible party;<br />
collection methods; cash advance items; late payments;<br />
and business reputation. <strong>The</strong>re are many more possible<br />
problems that may face your business, and that is part<br />
of the process of creating a form. Again, no form is all<br />
things <strong>to</strong> every business. Identification of your business<br />
concerns is a critical part <strong>to</strong> anything you do.<br />
Now that there is a list of problems, there has <strong>to</strong> be a<br />
matching set of solutions. Every problem will have a<br />
different solution. Solutions can range from: special<br />
options <strong>to</strong> avoid the problem; specific language <strong>to</strong><br />
address the problems; or even alternative measures <strong>to</strong><br />
simply reduce the potential problems. Depending on<br />
the form and the problem the solutions will vary. In<br />
relation <strong>to</strong> the problems set forth above the solutions<br />
could include: identifying when payment is due,<br />
specifically by the day services are provided; use<br />
language as a notification that all parties signing will be<br />
jointly and severally responsible for payment; provide<br />
a list of alternative forms of payment; and identify the<br />
consequences of late payments and how your business<br />
will attempt <strong>to</strong> collect.<br />
At this point, many businesses will type everything up<br />
and voila, a form is created. However the final, and in<br />
my opinion, the most important element is the education<br />
and marketing. A business needs <strong>to</strong> not only identify a<br />
problem and offer solutions, but the bigger concept is <strong>to</strong><br />
educate so that the problem is communicated and future<br />
issues can be avoided. Plus, a good form will be a <strong>to</strong>ol<br />
for everyone – both the family and the business.<br />
In the case of final payment options, the education side<br />
is important because the business wants <strong>to</strong> make sure<br />
families realize not only that the money is due now,<br />
but also educate them on how <strong>to</strong> pay now; how <strong>to</strong> avoid<br />
issues in the future; and why it is important <strong>to</strong> everyone.<br />
For your business, this form can be a <strong>to</strong>ol <strong>to</strong> make their<br />
job easier and therefore avoid uncollected accounts.<br />
<strong>The</strong> items <strong>to</strong> add <strong>to</strong> this form, <strong>to</strong> create this education<br />
and marketing piece, include a list and description of<br />
available payment options such as cash, check, credit<br />
card, insurance assignment, pre-need, and any other<br />
options available <strong>to</strong> your business. As important as<br />
what you accept is listing what you do not accept. This<br />
may include estates, payments, and loans. For all of<br />
these items, it is important <strong>to</strong> list some information that<br />
describes the method. Again, this is a communication<br />
<strong>to</strong>ol <strong>to</strong> educate.<br />
On that same note, think of how this form will work<br />
as a <strong>to</strong>ol for your business and those that use the form.<br />
Simply handing over a form and saying read and sign is<br />
not a valuable resource. Your business must know how<br />
<strong>to</strong> use the form and what the ultimate goal or goals may<br />
be. For example, in the case of final payment your goals<br />
may include determining how this transaction will be<br />
handled and setting up a pre-need lead. To accomplish<br />
these goals your form may include a section that lists<br />
pre-need as a payment option. Obviously, if they had a<br />
pre-need they would simply initial that option and this<br />
would be done. However, for the families that do not<br />
have pre-need you, as a business, or already educating<br />
the on how <strong>to</strong> avoid this in the future and starting a soft<br />
sell on the benefits of preneed.<br />
Listed above was the reference for the family <strong>to</strong> initial<br />
their choice. All forms need <strong>to</strong> have accountability.<br />
One of the goals of final payment is not for them <strong>to</strong><br />
just realize they owe money, but rather for the family<br />
<strong>to</strong> identify specifically how they will pay. By putting a<br />
line by each option, the family will have <strong>to</strong> initial their<br />
choice and therefore be accountable <strong>to</strong> it. As a <strong>to</strong>ol for<br />
your business, the arranger can set this form in front<br />
of a family and say something along the lines of, “One<br />
thing we need <strong>to</strong> do is discuss the financial payments<br />
for the services and merchandise you selected. I am<br />
going <strong>to</strong> leave this payment option form with you, and<br />
I would like for you all <strong>to</strong> read it, initial how you want<br />
<strong>to</strong> proceed, and then sign the form. While you do this,<br />
I will be getting some other items prepared.” <strong>The</strong><br />
arranger can then leave and let the <strong>to</strong>ol, your form, do<br />
the work.<br />
Again, this form has now gone from a basic form that<br />
will hopefully protect the business, <strong>to</strong> a perfect form.<br />
This form now identifies the issue of paying the bill<br />
and provides solutions <strong>to</strong> the problem. <strong>The</strong> form now<br />
obtains the families accountability on how <strong>to</strong> solve<br />
the problem, not just a realization that they know they<br />
should pay. Most importantly, this form serves as a <strong>to</strong>ol<br />
<strong>to</strong> educate the family and help market your business as<br />
a resource, not just a business that wants a signature <strong>to</strong><br />
cover its risks. All forms should follow the principles<br />
and process used <strong>to</strong> create this form. By creating forms<br />
in this manner your business will not only be reactionary<br />
and by reducing the risks of potential liabilities, it will<br />
be proactive by educating the families on the issue at<br />
hand and how <strong>to</strong> resolve it differently in the future. <strong>The</strong><br />
businesses that can be proactive are the businesses that<br />
will be a resource <strong>to</strong> the families they serve – not just a<br />
business that they may need.<br />
http://lemastersconsulting.com/forms<br />
34<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
Tall Tales from Bob Fells<br />
By Bob Fells<br />
Ed Horn invited me <strong>to</strong> write a sort of “after hours”<br />
column for the <strong>Southern</strong> regarding one of my hobbies.<br />
While I have a lot of “after hours” interests including<br />
playing the piano (or trying <strong>to</strong>), exploring 18th and<br />
19th century classical music (plus my intuitive love of<br />
1920s and 30s popular music - it’s so optimistic), and<br />
reading early western novels (ever read <strong>The</strong> Virginian<br />
by Owen Wister?), my first and primary hobby is<br />
vintage films. By that I mean watching them, reading<br />
about them, writing about them, and collecting them.<br />
But “old movies” is a subjective term and increasingly<br />
I hear people tell me, “Oh I love those old movies –<br />
from the 70s and 80s.” To me, those are fairly recently<br />
movies and not what I consider “old movies.”<br />
So what DO I consider old movies? Anything from<br />
the 1910s, 20s and 30s. True, that first decade of<br />
films can be rough going but you’re actually seeing<br />
an artform being created before your eyes year by<br />
year. Everything that movies do <strong>to</strong>day was being<br />
done by the 1920s – even color and 3-D. <strong>The</strong> last real<br />
innovation in movies was sound, and that was in 1927.<br />
<strong>The</strong> only genuine development in films since then has<br />
been <strong>to</strong> make their content more violent, profane, and<br />
often just plain dirty. I do have some favorite films<br />
from the last several years but we can discuss those in<br />
a later column. Even a broken watch will give you the<br />
correct time twice a day.<br />
For now, let me set the <strong>to</strong>ne and format of these<br />
columns. My goal is <strong>to</strong> leave you with a couple of<br />
recommendations at the end and these will be movies<br />
that are easy <strong>to</strong> get a hold of. I’m a big fan of Netflix<br />
video streaming and now Amazon is getting in<strong>to</strong> the<br />
act by licensing some 11,000 films for streaming. So<br />
anything I suggest you watch I’ll make sure is readily<br />
accessible at least by rental but ideally through<br />
streaming. I will also explain WHY you should see<br />
a particular film. If you’re not in<strong>to</strong> old movies – what<br />
I call old movies – I don’t expect an easy sell. I’d<br />
probably have an easier time selling you burial spaces.<br />
Also, please contact me with requests and I’ll be a<br />
happy <strong>to</strong> comply. For example, you might ask if<br />
there are any color films from the 30s that are any<br />
good (yes) and look really good (YES!). Perhaps you<br />
might ask that if you could only see one silent film<br />
(or for that matter you were coerced in<strong>to</strong> watching<br />
a silent film), what film would that be? You get the<br />
idea. Anyway, for this initial column I’ll play safe<br />
and recommend two films from a very popular genre,<br />
murder mysteries. I’ll even venture in<strong>to</strong> terri<strong>to</strong>ry that<br />
I consider more “recent” films, the 1940s.<br />
My first recommendation is THE POSTMAN<br />
ALWAYS RINGS TWICE from 1946. It’s based<br />
on a novel by James M. Cain and considering the<br />
strict movie censorship code in effect back then, the<br />
wiseacres all agreed that the s<strong>to</strong>ry was unfilmable.<br />
But miracle of miracles, this film captures the mood<br />
36<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
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<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> <strong>The</strong> <strong>Southern</strong> Direc<strong>to</strong>r <strong>Funeral</strong> Alliance Direc<strong>to</strong>r PreNeed Alliance & Personalization Cremation 2011 29 37<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 37
A Brief His<strong>to</strong>ry of<br />
Early Non-Terrestrial<br />
Memorialization<br />
by: Oscar Rios<br />
Chapter Two –<br />
Nothing Wasted<br />
As the needs of early non-terran communities grew<br />
and changed so <strong>to</strong>o did the cus<strong>to</strong>ms, priorities and<br />
sensibilities of those populations. Methods of final<br />
disposition and memorialization for the deceased<br />
began <strong>to</strong> reflect the cultural identities of those living<br />
and dying beyond the planet earth. As the first<br />
generation of non-terrestrial humanity neared the end<br />
of its lifespan the ties <strong>to</strong> and traditions of the Earth<br />
within their communities had began <strong>to</strong> fade away. A<br />
prime example of this is <strong>The</strong> Lunar Forest Memorial<br />
Park.<br />
As one walks the winding trails through this forest,<br />
listening <strong>to</strong> the sounds of birdsong, inhaling the<br />
natural scents of grasses and flowers, under the shade<br />
of oak and birch trees, it is easy <strong>to</strong> forget that you are<br />
on earth’s moon. This two square mile park, housed<br />
within four massive interconnected domes, stands as<br />
a hallmark <strong>to</strong> the ingenuity of the first generation of<br />
Lunar settlers. <strong>The</strong> plants and animals living here<br />
are all genetically altered in ways which allow them<br />
<strong>to</strong> thrive within the moon’s lower gravity. Sunlight<br />
is regulated in a natural pattern, giving the biosphere<br />
a discernable day and night cycle. Artificial wind is<br />
created, as is rain, and the temperature is adjusted<br />
slightly each day <strong>to</strong> simulate seasonal patterns.<br />
While it <strong>to</strong>ok nearly fifty years <strong>to</strong> expand and perfect<br />
<strong>The</strong> Lunar Forest became a closed system. A closed<br />
system is a system which produces what it consumes<br />
and consumes what it produces. It is a perfect loop,<br />
an unbroken circle of energy and resources. A closed<br />
system wastes nothing and draws from no other<br />
source but itself. It is an independent perpetual cycle,<br />
a prime example of the Lunar cultural foundation of<br />
self sufficiency.<br />
<strong>The</strong> Lunar Forest Memorial Park produces oxygen,<br />
purifies its own water, draws energy from the sun,<br />
feeds its animals with what its own plants provide and<br />
in turn its animals nourish the soil with their waste.<br />
It is an elegant and fully functioning ecosystem, a<br />
bubble of natural life protected from the lifeless lunar<br />
surface. While some may refer <strong>to</strong> the forest as being<br />
earth-like, those of the Lunar Republic bristle at the<br />
term. “None of these plants or animals ever existed on<br />
Earth, they were all genetically altered <strong>to</strong> cope with<br />
the unique challenges of the Lunar environment”,<br />
comments Minister Gail Tender, Direc<strong>to</strong>r of the<br />
Lunar Forest Memorial Park. “What we built here has<br />
never existed, or could ever exist, anywhere else in<br />
the universe. This is a Lunar environment, and those<br />
of the Lunar Republic made it, with our minds, our<br />
hands, our spirits and our dead.”<br />
It is easy <strong>to</strong> forget that at its core this beautiful<br />
forest, this wondrous and unique environment, is in<br />
fact a cemetery. It is not a cemetery in its traditional<br />
sense, as Terrans would think of it, but <strong>to</strong> those living<br />
on Luna, this method of memorialization is the<br />
preferred method of final disposition. Today, roughly<br />
83% of those living in or native <strong>to</strong> the Lunar Republic<br />
choose this form of burial. While <strong>The</strong> Lunar Forest<br />
Memorial Park is the oldest, currently it is only one<br />
38<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
of six memorial biospheres operating on the moon.<br />
<strong>The</strong> newest of these replicates a marine environment,<br />
where a vast 6 million gallon tank houses a self<br />
sustaining ecosystem complete with genetically<br />
altered corals, fish and a pair of sea turtles. <strong>The</strong> water<br />
used comes from melted Lunar ice.<br />
Those of the Lunar Republic pride themselves on<br />
being self sufficient. <strong>The</strong> axiom of “Nothing Wasted”<br />
is a cultural centerpiece for those who identify Luna<br />
as their homeland. Nowhere is this as true as in<br />
their memorial biospheres. More than sixty five<br />
thousand human bodies have become part of the<br />
Lunar Forest Memorial Park biosphere alone. Lunar<br />
soil is naturally very poor, providing little in the way<br />
of sustenance <strong>to</strong> a biological ecosystem. However,<br />
under the right conditions and with proper treatment<br />
it can be transformed in<strong>to</strong> a nutrient rich foundation<br />
for a thriving biosphere. This treatment is a process<br />
called Lifecycling.<br />
typically wear jumpsuits of green and brown, carry<br />
a belt of ceremonial gardening <strong>to</strong>ols, and are treated<br />
with reverence within their communities. Today, the<br />
surname of Tender is shared by most of the employees<br />
of Lunar Memorial Biospheres.<br />
Who gets <strong>to</strong> enjoy these memorial parks? Who is<br />
allowed entry in<strong>to</strong> such biospheres <strong>to</strong> enjoy their<br />
beauty? Entry is restricted <strong>to</strong> only those whose<br />
family members have become a part of it. For every<br />
family member whose remains have been lifecycled<br />
in<strong>to</strong> a memorial park, a family is allotted a certain<br />
amount of time each year. It is a comfort <strong>to</strong> many<br />
<strong>to</strong> watch the plants, animals, and now fish, living<br />
and thriving, while knowing that part of your loved<br />
one is housed within each of these living things. It<br />
is also a comfort <strong>to</strong> many <strong>to</strong> know that one day their<br />
bodies will similarly be reborn in<strong>to</strong> these natural,<br />
living ecosystems and that their descendants will be<br />
allowed <strong>to</strong> enjoy them.<br />
In Lifecycling, the mortal remains of the<br />
dead are allowed <strong>to</strong> freeze in an unheated<br />
chamber during a Lunar night cycle. This<br />
drops the temperature within the chamber<br />
<strong>to</strong> below -150 degrees Celsius. Since<br />
Lunar Night only occurs every twenty eight<br />
days, there are usually a fair number of<br />
bodies waiting <strong>to</strong> be processed. While the<br />
remains could be artificially frozen those<br />
of the Lunar Republic prefer <strong>to</strong> allow the<br />
temperature <strong>to</strong> reduce naturally. Artificial<br />
freezing would require power while Lunar<br />
Night does not. Again, Lunar sensibilities<br />
require that nothing is wasted and as little<br />
is consumed as possible. <strong>The</strong> dead are<br />
then taken <strong>to</strong> a processing chamber, called<br />
a Harmonic Compoter, where the frozen<br />
corpses are bathed with sonic waves. <strong>The</strong>se<br />
vibrations of sound reduce the remains in<strong>to</strong><br />
smaller and smaller fragments until they<br />
are about the consistency of gravel. <strong>The</strong><br />
largest Harmonic Compoter can process a<br />
dozen sets of human remains in just over<br />
an hour.<br />
<br />
<br />
<br />
<br />
<br />
<br />
<br />
<br />
<br />
<br />
<br />
<br />
<br />
<br />
<br />
<br />
<strong>The</strong> remains, now called Life-base, are<br />
then used <strong>to</strong> fertilize the soil of a Memorial<br />
Biosphere. Those who do this are called<br />
Tenders, which became a hereditary<br />
position with Lunar communities. Tender’s<br />
<br />
<br />
24 <strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 39
INDUSTRY NEWS<br />
C.J. Boots Casket Company Launches New Casket Line<br />
at World’s Largest Annual <strong>Funeral</strong> Service Convention and Expo<br />
Anderson, Indiana based C.J. Boots Casket Company<br />
was proud <strong>to</strong> introduce their new <strong>casket</strong> line at the<br />
recent 2011 National <strong>Funeral</strong> Direc<strong>to</strong>rs Association<br />
Convention held in Chicago Oc<strong>to</strong>ber 23-26. This<br />
year’s convention was co-hosted by the Cremation<br />
Association of North America (CANA), a first for<br />
both associations.<br />
<strong>The</strong> “anéo” solid wood, veneer <strong>casket</strong> line was<br />
created <strong>to</strong> provide A New Economic Opportunity<br />
(anéo) for consumers in <strong>to</strong>day’s<br />
challenging economy. “We have<br />
completely reengineered traditional<br />
<strong>casket</strong> construction and assembly<br />
<strong>to</strong> reduce labor cost yet providing<br />
a product with high eye appeal at<br />
a fraction of the cost,” stated Chris<br />
Boots, President of C.J. Boots Casket<br />
Company. <strong>The</strong> anéo <strong>casket</strong> line<br />
provides an alternative <strong>to</strong> imports<br />
and other low cost options, yet<br />
maintains the tradition of excellence<br />
in quality and craftsmanship for<br />
which C.J. Boots Casket Company<br />
built their name.<br />
represent more than 10,200 funeral<br />
homes in the United States and<br />
internationally. Nearly 6,000<br />
funeral direc<strong>to</strong>rs, mortuary science<br />
students, exhibi<strong>to</strong>rs and other allied<br />
professionals from more than 40<br />
countries, regions and terri<strong>to</strong>ries<br />
attended the NFDA Convention.<br />
<strong>The</strong> reception <strong>to</strong> the new product<br />
was overwhelming. “We are very<br />
excited and encouraged by the<br />
comments and orders received at<br />
the convention” stated Chris Boots.<br />
“We believe the anéo <strong>casket</strong> line will<br />
be a game-changer in our industry.<br />
It is a new economic opportunity for<br />
both funeral homes and families”<br />
Boots added.<br />
C.J Boots Casket Company was founded in 1999 and<br />
was the recipient of Indiana University’s Kelley School<br />
of Business Growth 100 Award for 3 consecutive<br />
years. <strong>The</strong> <strong>company</strong> plans <strong>to</strong> continue creating new<br />
and innovative solutions for the <strong>Funeral</strong> Industry<br />
and beyond. C.J. Boots will be promoting the new<br />
product at the Casket and <strong>Funeral</strong> Supply Associations<br />
National Trade Show held in Indianapolis November<br />
14th and 15th.<br />
<strong>The</strong> NFDA is the world’s leading<br />
funeral service association serving<br />
19,000 individual members who<br />
40<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
Georgia <strong>Funeral</strong> Supply Salesman Association<br />
Wishing You a Merry Holiday Season and a Happy New Year<br />
Addison, Keisha<br />
Aurora Casket Company<br />
Humber, David CFSP<br />
Eagle Burial Vaults<br />
Reel, Harold<br />
Harold W. Reel & Company<br />
Ward, Doug<br />
Bailey Monument & Vault Co.<br />
Armes, David<br />
Cincinnati Equitable Life<br />
Hurley, Floyd CFSP<br />
Batesville Casket Company<br />
Robinson, Kevin<br />
<strong>Funeral</strong> Call<br />
Watts, Barry<br />
Olde South Casket Co.<br />
Barber, Nancy Pierce<br />
<strong>The</strong> Pierce Company<br />
Hutcheson, Pam<br />
Batesville Casket Company<br />
Sanders, John<br />
A. R. K. Lewis Dry Goods<br />
Yopp, John III<br />
John Yopp Publications<br />
Ben<strong>to</strong>n, Larry<br />
Inves<strong>to</strong>rs Heritage Life Insurance Co.<br />
Benzinger, Walt<br />
Association Benefits & Service<br />
Bowen, Coll III<br />
Wilbert Burial Vault Company<br />
Bowen, Glen<br />
Wilbert Burial Vault Company<br />
Cameron, Dale<br />
Wilbert Burial Vault Company<br />
Chandler, Walter<br />
Master Grave Service, Inc.<br />
Chandler, Warren<br />
Master Grave Service, Inc.<br />
Chandler, Warren, Jr.<br />
Master Grave Service, Inc.<br />
Cotter, Paul G.<br />
Dea<strong>to</strong>n-Kennedy<br />
Hutcheson, Patty CFSP<br />
Gup<strong>to</strong>n-Jones College of <strong>Funeral</strong> Service<br />
Johnson, Tommy<br />
Pierce Chemicals/Royal Bond<br />
Jones, Scott M.<br />
Service Casket Company<br />
King, J. Mike<br />
A.R. King Burial Vault Company<br />
Kinsey, Dwight<br />
Matthews Casket Division<br />
Loudin, Ron<br />
Batesville Casket Company<br />
McCarthy, Jeff<br />
<strong>The</strong> Dodge Company<br />
McClurd, Johnny<br />
Master Grave Service, Inc.<br />
Mims, Mike<br />
Cherokee Casket Company<br />
Scruggs, Stanley<br />
Cemetery <strong>Funeral</strong> Supply<br />
Shields, J. Brandon<br />
Shields Southeast Sales, Inc.<br />
Shipman, Peggi<br />
Cincinnati Equitable Life<br />
Singletary, Hal<br />
Ambulance & <strong>Funeral</strong> Coach Sales<br />
Skeen, Phil<br />
Matthews Casket Division<br />
Snyder, Dave<br />
Southeastern <strong>Funeral</strong> Direc<strong>to</strong>rs Service<br />
Spears, Tommy<br />
Vantage Products<br />
Spell, Tony<br />
Columbian Financial Group<br />
Tuggle, Bob<br />
<strong>Southern</strong> <strong>Funeral</strong> Supply, Ltd<br />
Honorary Members<br />
Adkins, Robert<br />
Allen, R. Clyde<br />
Armstrong, Ray<br />
Brady, Pat<br />
Brown, Wins<strong>to</strong>n<br />
Carrico, Norman<br />
Dane, David<br />
Durden, James<br />
James, Bubba<br />
Joel, Richard<br />
Lucken, Lowell<br />
Lunsford, Ernest<br />
Mims, Dean<br />
Moody, Harry<br />
Moore, Tom<br />
Powers, Dennis<br />
Sheets, Tom<br />
Wheeler, Bill<br />
Wylie, Buddy<br />
Dobbins, Jim<br />
Security National Life<br />
O’Neal, Sam<br />
Crain M & M Sales<br />
Turner, Barry<br />
Ogeechee Technical College<br />
Dollar, Dennis<br />
Airport Mortuary Shipping Service<br />
Pawdawer, Randall<br />
Applied Lighting Solutions, Inc<br />
Edwards, Ric<br />
Shields Southeast Sales, Inc.<br />
Perkins, Bill<br />
Capital City Casket Company<br />
Gilmer, Aaron<br />
Eagle Burial Vaults<br />
Powell, Mitchell<br />
FD Suits<br />
Grimsley, Chris<br />
Pierce Chemicals/Royal Bond<br />
Putnam, David<br />
Wilbert Burial Vault Company<br />
Hardy, Ben<br />
Thacker Casket Company<br />
Reece, Dan<br />
Matthews Casket Division<br />
Hernandez, Lindsay<br />
BWT Risk Advisors<br />
Hill, Shannon<br />
Shields Southeast Sales, Inc.<br />
Holland, Meghan<br />
Batesville Casket Company<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 41
INDUSTRY NEWS<br />
Heritage Resources:<br />
Are you selling any?... an approach whose time may be now.<br />
By: Glenn Toothman, Owner of Memory Medallion<br />
In the past couple of years there has been a significant<br />
commercial expansion of genealogy. This has long<br />
been a serious hobby for some, a casual interest<br />
of many, but with the burgeoning expanse <strong>to</strong> the<br />
common use of computers and SMART devices<br />
such as cell phones, iPads and PC tablets, there are<br />
now significant revenues being generated within and<br />
around this growing public interest. One need only<br />
look at the rise of Ancestry.com and its blitz of family<br />
tree commercials and its creation of the TV show Who<br />
Do You Think You Are? as supporting confirmation.<br />
Even though with this genealogy increase, over these<br />
same past couple of years (and more) there has been<br />
a genuine decline in the consumer’s embrace of the<br />
more traditional methods of funeral, internment<br />
and memorialization. Now then, how should an<br />
acknowledgement of these two trends serve <strong>to</strong> guide<br />
you in your coming business strategies? Several<br />
industry focus-groups in recent years have confirmed<br />
that the deathcare consumer is still very much interested<br />
in personalized, cus<strong>to</strong>mized memorialization and<br />
remembrance options. Yet more and more in this<br />
harder economic climate, these same cus<strong>to</strong>mers are<br />
inclined <strong>to</strong> spend their final-arrangement dollars very<br />
judiciously. What may bring more of these clientfamilies<br />
<strong>to</strong> your door might just be a decision on<br />
your part <strong>to</strong> feature a final arrangement package that<br />
offers and includes a HERITAGE RESOURCE; a<br />
term found spread throughout the serious genealogy<br />
community. Making a move <strong>to</strong> more directly feature<br />
attention <strong>to</strong> facilitating the preservation of the long<br />
term family legacy regardless of where that family<br />
might exist on the socio-economic scale is really<br />
being in tune with both the notion of cus<strong>to</strong>mized,<br />
personalized remembrance and the embrace of the<br />
growing interest in genealogy. As a specific example,<br />
at the recent National conference of the NFDA in<br />
Chicago a small <strong>company</strong> featured a device big on<br />
allowing all types of deathcare businesses <strong>to</strong> provide<br />
an affordable, easy-<strong>to</strong>-use, powerful <strong>to</strong>ol that fits the<br />
definition of a heritage resource. This exhibit displayed<br />
a device called a Memory Medallion. This is a small,<br />
Patented, award-winning product that has been used<br />
on the NYC monuments honoring the lives of the<br />
firefighters and police officers lost in the 9/11 incident<br />
and it is produced by a <strong>company</strong> of the same name<br />
being in business since 2000. <strong>The</strong> unique feature of<br />
this little device that is attractive <strong>to</strong> the genealogy<br />
crowd is that it allows for complete life-s<strong>to</strong>ry and<br />
family his<strong>to</strong>ry information <strong>to</strong> exist at any location<br />
of internment or remembrance (not just online); it<br />
requires no maintenance, its information can be edited<br />
by its owner (the family not you)from the comfort of<br />
their home computer at anytime via online access, it<br />
uses any SMART cell phone, iPad or tablet <strong>to</strong> read its<br />
information wherever located via a standard, free app<br />
already in place on most SMART devices and it can,<br />
in most instances, easily be installed by any deathcare<br />
professional without special <strong>to</strong>ols. This device allows<br />
client-families, even multiple family members at a<br />
time, <strong>to</strong> create, at their own pace, and place at any<br />
location of family remembrance unique heritage<br />
resources containing their collections of relevant<br />
family his<strong>to</strong>ry information such as pho<strong>to</strong>s, video,<br />
documents, life s<strong>to</strong>ries and family trees; some were<br />
even displayed showing video segments of grandma<br />
in her kitchen making the favorite holiday candy<br />
and this then being a part of the legacy information<br />
made available by the family via the Medallion at<br />
the place of remembrance. As a part of its built-in<br />
features it allows family-clients <strong>to</strong> link <strong>to</strong> any larger<br />
heritage resource data base such as FamilySearch.<br />
org or Ancestry.com. Also, as a marketing feature<br />
that serves <strong>to</strong> raise the visibility of its seller (YOU)<br />
each Medallion can be made <strong>to</strong> au<strong>to</strong>matically exhibit<br />
a prominent, “clickable” vendor logo as a part of its<br />
displayed contents when anyone should read it out at<br />
its location further expanding the public’s ability <strong>to</strong><br />
know about and interact with you, the business that<br />
sold it and better know about the additional services<br />
you provide if they click through the logo link. <strong>The</strong><br />
Memory Medallion requires only a one-time purchase<br />
with no follow-up expense with retail prices ranging<br />
from $99 <strong>to</strong> $499 and wholesale prices and accounts are<br />
provided. All of the Memory Medallions, regardless<br />
of price, provide the same heritage resource features<br />
as <strong>to</strong> the information permitted <strong>to</strong> be loaded. <strong>The</strong><br />
more expensive versions of the Medallion allow for<br />
cus<strong>to</strong>m covers and cus<strong>to</strong>mized methods of placement<br />
42<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
for diverse site installation. <strong>The</strong> cus<strong>to</strong>m covers can be<br />
personalized with a laser-etched pho<strong>to</strong> of anything the<br />
cus<strong>to</strong>mer may desire with an easy-<strong>to</strong>-do digital image<br />
upload made at the time of order. Once a Memory<br />
Medallion purchase is made it is immediately<br />
available in your MM account and can be transferred<br />
<strong>to</strong> your client family via email at anytime for allowing<br />
them <strong>to</strong> begin the life-s<strong>to</strong>ry building and their creation<br />
of their own heritage resource. <strong>The</strong> Medallion s<strong>to</strong>rybuilding<br />
process allows the family <strong>to</strong> create their own<br />
Username and Password for accessing their account<br />
and this access can be done as many times as they like<br />
for years <strong>to</strong> come. From this account login they have<br />
the ability <strong>to</strong> begin building their heritage resource<br />
right away at the www.MemoryMedallion.com<br />
website. <strong>The</strong> actual Memory Medallion will arrive in<br />
the mail approximately 10-14 days after the purchase<br />
and it can be immediately mounted at any selected<br />
location even before the s<strong>to</strong>ry content is complete<br />
because its content becomes active at anytime the<br />
cus<strong>to</strong>mer clicks PUBLISH while creating the s<strong>to</strong>ry<br />
online. <strong>The</strong> Memory Medallion Company seems <strong>to</strong><br />
have a committed interest in genealogy as it has had<br />
a Certified Genealogist on staff from its beginning<br />
eleven years ago and this person, Candice Buchanan<br />
serves as the fulfillment coordina<strong>to</strong>r <strong>to</strong> assist with any<br />
help needed in helping families in the building of their<br />
Medallion content. For more information see online<br />
videos at www.memorymedallion.com and under<br />
their FAQ section as well.<br />
<strong>The</strong> concluding point <strong>to</strong> make here is that so much of<br />
what generally is done for the family in the process<br />
of providing the final arrangements serves mostly<br />
<strong>to</strong> address the in-the-moment remembrance as this<br />
has been the traditional business practices for the<br />
funeral direc<strong>to</strong>rs. Yes there have been wonderful<br />
options developed for this portion of the service but<br />
the core point of this article is <strong>to</strong> encourage you <strong>to</strong> go<br />
the next step. Feature and offer in your marketing<br />
materials and services a message that you are in tune<br />
with the importance of providing your families with<br />
meaningful, long term remembrance that will serve<br />
them as heritage resources. In doing this you will<br />
be helping them <strong>to</strong> have something that allows them<br />
<strong>to</strong> fill in and relate <strong>to</strong> their family tree all the while<br />
accommodating their focus-group-determined desire<br />
for cus<strong>to</strong>mized, personalized, life-s<strong>to</strong>ry remembrance.<br />
Embracing this approach may actually bring some of<br />
the genealogy revenue-stream flowing by your door.<br />
Moments Captured. Memories Shared.<br />
How do you want <strong>to</strong> be remembered?<br />
Cus<strong>to</strong>m Covers<br />
On markers of all types<br />
We are the only <strong>company</strong> with a Patent<br />
for applying bar codes <strong>to</strong> location,<br />
life-s<strong>to</strong>ry remembrances.<br />
We are the safe, affordable<br />
choice!<br />
Easy on-line creation by family<br />
with video, audio, pictures, text<br />
for a one-time fee.<br />
Want <strong>to</strong> give it a<br />
try? Scan the Memory<br />
Medallion below with your<br />
smartphone’s bar code<br />
reading app.<br />
Plaques and Honor<br />
Rolls<br />
Contact us at<br />
www.memorymedallion.com or<br />
877.418.8107<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 43
44<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011
FUNERAL DIRECTOR/ EMBALMER<br />
Immediate<br />
Opening<br />
Ambulance & Coach 30<br />
Andover Marker 23<br />
Astral 48<br />
Bill Black 44<br />
Columbian Financial 31<br />
Cus<strong>to</strong>m Air Trays 29<br />
Cus<strong>to</strong>m Casket Company 28<br />
Doric 11<br />
Eagle’s Wings Air 7<br />
Federal Coach 2<br />
Frigid Fluid Company 15<br />
Large, beautiful, well established family owned<br />
funeral home and cemetery organization, East<br />
Coast FL., seeks a highly motivated licensed funeral<br />
direc<strong>to</strong>r/embalmer or intern.<br />
Successful candidate must be able <strong>to</strong> work independently,<br />
multi task, and demonstrate exceptional<br />
integrity and cus<strong>to</strong>mer service.<br />
Alternating weekends, easy on call schedule, no<br />
night or weekend removals, and limited prep-room<br />
work. Must be able <strong>to</strong> obtain a Florida <strong>Funeral</strong><br />
Direc<strong>to</strong>rs License.<br />
Please contact Pamela at 386-267-1100<br />
fax your resume <strong>to</strong>: 386-267-1101<br />
or email: day<strong>to</strong>nafd@lohmaninc.com<br />
ADVERTISING<br />
All classified advertising needs <strong>to</strong> be paid in<br />
advance by check, credit card or have billing<br />
arrangements made through <strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong><br />
Direc<strong>to</strong>r, prior <strong>to</strong> printing of the issue. Rates are<br />
$1.00 per word, with a $25.00 minimum charge.<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r<br />
Classifieds<br />
Attn: John Yopp<br />
404-513-9405 | 678-691-7431 Fax Only<br />
johnyopp3@aol.com<br />
1750 Peachtree Street | Atlanta, GA 30309<br />
www.sfdmagazine.com<br />
30 <strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011<br />
Cremation 2011 AD INDEX<br />
Ambulance & Coach 17<br />
Casket & Shipping 2011 Andover Ad Index Marker 28<br />
Batesville Casket 13<br />
Genesis Casket Company<br />
Bill Black<br />
25 PSI Funds<br />
31<br />
39<br />
IBC<br />
Holland Supply 18 Service Casket 6<br />
Columbian Financial 18<br />
Hoyt Matise<br />
Cus<strong>to</strong>m<br />
20<br />
Casket<br />
Service<br />
Company<br />
Casket Company<br />
23<br />
30<br />
John A. Gupron College<br />
Doric Vaults<br />
45 <strong>Southern</strong> Craft<br />
5<br />
5<br />
Lemasters Consulting<br />
Federal<br />
35<br />
Coach<br />
Sut<strong>to</strong>n Slover Law<br />
2 IFC<br />
45<br />
Master Grave Service, Inc. 27 Thacker Caskets, Inc. 21<br />
Frigid Fluid Company 15<br />
Matthews International 17 Ties for You 13<br />
Holland Supply 7<br />
Memory June Medallion - July 2011 SFD:- 43 9/20/11 Vantage 1:07 PM Products Page 30 Corporation 15<br />
Hoyt Matise 27<br />
Ogeechee Technical College 24 Wilbert 47<br />
John A. Gup<strong>to</strong>n 27<br />
Pierce Companies 37<br />
Master Grave Service 9<br />
Pierce Mortuary Colleges 10<br />
Ogeechee Tech 19<br />
Pierce Chemicals 29<br />
Pierce Mortuary Colleges 26<br />
PSI Funds 24<br />
FUNERAL DIRECTOR/ EMBALMER<br />
SELLING your<br />
Service Casket Company 10<br />
4<br />
Sut<strong>to</strong>n Slover Law 30<br />
Ties for You 28<br />
Wilbert <strong>Funeral</strong> Service<br />
32 BC<br />
Super Nova Mfg. Immediate<br />
FUNERAL HOME<br />
Opening<br />
or CEMETERY?<br />
Large, beautiful, well established family owned<br />
funeral home and cemetery organization, East<br />
We provide the service you expect!<br />
Coast FL., seeks a highly motivated licensed funeral<br />
TOTALLY DISCREET<br />
direc<strong>to</strong>r/embalmer POSITION MARKETING<br />
or intern. OFFERING<br />
A –or multi Listing location on Our Web <strong>Southern</strong> Site– metropolitan full service<br />
funeral over 23,000 provider hits monthly. with cremation emphasis<br />
Receiving<br />
Successful candidate must be able <strong>to</strong> work independently,<br />
growth of qualified<br />
We seeks maintain a President a large data who basewill facilitate continued<br />
multi and reputation task,<br />
buyers.<br />
and as demonstrate a market leader. exceptional <strong>The</strong> primary<br />
and role cus<strong>to</strong>mer will be <strong>to</strong> service. drive cus<strong>to</strong>mer satisfaction<br />
integrity<br />
“As a family owned<br />
through excellent operational activities, build a<br />
We also can simplify loan processing for:<br />
and operated<br />
Alternating strong team weekends, and execute easy growth on call strategies. schedule, Experience<br />
no<br />
• Purchase<br />
business, you have<br />
night • Expansion or weekend<br />
in preneed<br />
• Working removals,<br />
contracting,<br />
Capital and limited<br />
marketing,<br />
my guarantee prep-room<br />
operations<br />
and P&L responsibility is desired.<br />
of<br />
work. • Inven<strong>to</strong>ry Must be • Equipment<br />
personal service.”<br />
able <strong>to</strong> obtain a Florida <strong>Funeral</strong><br />
Direc<strong>to</strong>rs CONVENTIONAL License.<br />
SBA LOANS DICK MATISE<br />
<strong>Funeral</strong> Direc<strong>to</strong>r license and knowledge of <strong>Funeral</strong><br />
industry is a plus. Salary and bonus package<br />
Please commensurate contact Pamela with at experience 386-267-1100 and results. Please<br />
fax your forward resume your <strong>to</strong>: resume 386-267-1101 and salary his<strong>to</strong>ry <strong>to</strong> Advertiser<br />
#310,<br />
www.matise.com<br />
or email:<br />
1-800-341-0100<br />
day<strong>to</strong>nafd@lohmaninc.com<br />
c/o <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Magazine,<br />
P.O. Box 768152, Roswell, GA 30076.<br />
www.alliance’04 <strong>The</strong> 8-6-04 <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011 27<br />
ADVERTISING<br />
All classified advertising needs <strong>to</strong> be paid in<br />
advance by check, credit card or have billing<br />
arrangements made through <strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong><br />
Direc<strong>to</strong>r, prior <strong>to</strong> printing of the issue. Rates are<br />
$1.00 per word, with a $25.00 minimum charge.<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r<br />
Classifieds<br />
Attn: John Yopp<br />
404-513-9405 | 678-691-7431 Fax Only<br />
johnyopp3@aol.com<br />
1750 Peachtree Street | Atlanta, GA 30309<br />
www.sfdmagazine.com<br />
A multi<br />
ice fun<br />
seeks a<br />
growth<br />
mary ro<br />
through<br />
strong t<br />
rience i<br />
tions an<br />
<strong>Funeral</strong><br />
neral in<br />
commen<br />
forward<br />
tiser #3<br />
zine, P.O<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011 45<br />
Ambula<br />
Andove<br />
Batesvil<br />
Bill Bla<br />
Columb<br />
Cus<strong>to</strong>m<br />
Doric V<br />
Federal<br />
Frigid F<br />
Holland<br />
Hoyt M<br />
John A.<br />
Master<br />
Ogeech<br />
Pierce C<br />
Pierce M<br />
PSI Fun<br />
Service<br />
Super N<br />
Sut<strong>to</strong>n S<br />
Ties for<br />
Wilbert
or email: day<strong>to</strong>nafd@lohmaninc.com<br />
ADVERTISING<br />
All classified advertising FOR SALE needs <strong>to</strong> be paid in<br />
Horse<br />
advance by Drawn<br />
check, credit Hearse,<br />
card or have by billing<br />
James<br />
arrangements Want To Own made Your through Own <strong>The</strong> <strong>Funeral</strong> <strong>Southern</strong> Home! <strong>Funeral</strong><br />
Cunningham & Son. Very ornate<br />
Let<br />
Direc<strong>to</strong>r,<br />
Extreme<br />
prior<br />
Marketing<br />
<strong>to</strong> printing<br />
Group<br />
of the<br />
help<br />
issue.<br />
you with<br />
Rates<br />
your<br />
are<br />
$1.00 carvings,<br />
per word, original<br />
with a $25.00 lamps,<br />
minimum curtains.<br />
charge.<br />
financing on acquisition or expansion projects.<br />
Fully <strong>The</strong> res<strong>to</strong>red <strong>Southern</strong> ready <strong>Funeral</strong> for Direc<strong>to</strong>r<br />
funerals,<br />
parades or display<br />
Classifieds<br />
<strong>to</strong> purchase firm from their in owners funeral <strong>to</strong> current<br />
parlor.<br />
Attn: John Yopp<br />
owners Call 404-513-9405 wanting or email <strong>to</strong> acquire | for 678-691-7431 info,Grant other firms Fax in Gilbert Only their area.<br />
All 256-729-1980<br />
inquiries held johnyopp3@aol.com<br />
in strictest confidence. Email<br />
1750 Peachtree Street | Atlanta, GA 30309<br />
requests or sales@webejeeping.com<br />
<strong>to</strong> extrememktgrp@aol.com<br />
This includes independent funeral direc<strong>to</strong>rs wanting<br />
www.sfdmagazine.com<br />
Wilbert <strong>Funeral</strong> Service<br />
32 BC<br />
Classified Ads<br />
POSITION OFFERING<br />
A multi location <strong>Southern</strong> metropolitan full service<br />
funeral provider with cremation emphasis<br />
seeks a President who will facilitate continued<br />
growth and reputation as a market leader. <strong>The</strong> primary<br />
role will be <strong>to</strong> drive cus<strong>to</strong>mer satisfaction<br />
through excellent operational activities, build a<br />
strong team and execute growth strategies. Experience<br />
in preneed contracting, marketing, operations<br />
and P&L responsibility is desired.<br />
Mil<strong>to</strong>n Fields in Georgia's ONLY state regulated endowment<br />
care GREEN cemetery. We are looking for a career<br />
minded individual seeking full time employment as a<br />
cemetery sales advisor. If you want <strong>to</strong> help families plan<br />
a simpler, more economical, natural alternative, we would<br />
like <strong>to</strong> talk with you.<br />
www.mil<strong>to</strong>nfieldsgeorgia.com or 770-751-1445.<br />
<strong>Funeral</strong> Direc<strong>to</strong>r license and knowledge of <strong>Funeral</strong><br />
industry is a plus. Salary and bonus package<br />
commensurate with experience and results. Please<br />
forward your resume and salary his<strong>to</strong>ry <strong>to</strong> Advertiser<br />
#310, c/o <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Magazine,<br />
P.O. Box 768152, Roswell, GA 30076.<br />
INDIVIDUAL WANTING TO PURCHASE<br />
AND<br />
OPERATE FUNERAL BUSINESS<br />
Licensed <strong>Funeral</strong> Direc<strong>to</strong>r and Embalmer i n<br />
two Southeastern<br />
states, wants <strong>to</strong> purchase and relocate <strong>to</strong> your <strong>to</strong>wn. Licensed<br />
twenty plus years, not part of a corporation or group of<br />
inves<strong>to</strong>rs. I am an individual representing myself. Please send<br />
inquiries <strong>to</strong>: Advertiser #345, c/o <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r,<br />
P. O. Box 768152, Roswell, GA 30076 or send emails <strong>to</strong>;<br />
johnyopp3@aol.com<br />
Wanted:<br />
SPECIAL SUMMER OFFER!<br />
South Any Georgia orders for funeral the home, "Caring a member Organizer of Selected<br />
C.D.s"<br />
Independent placed in June <strong>Funeral</strong> will Homes, cost seeks $6.95 Georgia per C.D.<br />
licensed<br />
funeral a saving direc<strong>to</strong>r/embalmer. of $3.00 each<br />
Benefit package includes<br />
health and profit sharing. Salary negotiable. Forward<br />
PLUS FREE Shiping Mimium order of 25<br />
inquiry and resume <strong>to</strong> Advertiser #350, c/o <strong>Southern</strong><br />
Order <strong>to</strong>day www.heart<strong>to</strong>heartsite.com<br />
<strong>Funeral</strong> Direc<strong>to</strong>r, P.O. Box 768152, Roswell, GA<br />
or call Dick Perl @ 1-866-269- 0861<br />
30076. All inquiries held in strictest confidence.<br />
Notice is hereby given <strong>to</strong> the public that on June 30, 2011, the Chancery Court of Shelby County, Tennessee entered its<br />
Order Granting the Receiver’s Verified Petition <strong>to</strong> Approve the Sale of the Assets of Forest Hill <strong>Funeral</strong> Home and Memorial<br />
Park – East, LLC (“Forest Hill”), a funeral home and cemetery 1998 concern Cad S&S located Masterpiece in Memphis, Coach, Tennessee, blu<br />
and approving<br />
bidding procedures and other matters incident <strong>to</strong> such sale. All persons interested in the purchase of the assets of<br />
Forest 2007 Hill Chevy should Express contact Max Van Shel<strong>to</strong>n, w/<strong>casket</strong> Receiver, tbl<br />
for additional information concerning bidding procedures as soon as possible,<br />
but (8 no built-in later than rollers) August & 5, entry 2011. ramp<br />
1994 Cad Eureka 6 door limo, blk<br />
Contact 2004 information Chevy Astro for Van Mr. w/<strong>casket</strong> Shel<strong>to</strong>n tbl<br />
1994 Cad Eureka Coach, blk, 36k mi<br />
is: (901) 525-1455; Fax (901) 526-4084; e-mail mshel<strong>to</strong>n@harrisshel<strong>to</strong>n.com<br />
Richard Palandech<br />
Exceptional Value<br />
(8 built-in rollers), blu<br />
(312) 259-8434<br />
30 <strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r Alliance Cremation 2011<br />
Cemetery / <strong>Funeral</strong><br />
Home COO – Cemetery<br />
/ <strong>Funeral</strong> Home Combo<br />
located in a Gulf Coast<br />
State is seeking an<br />
experienced cemetarian /<br />
funeral direc<strong>to</strong>r <strong>to</strong> oversee operations. This combo<br />
location has a great heritage in the community<br />
and is family owned and operated. We’re seeking<br />
a highly motivated leader with a demonstrated<br />
record of strong organization, sales and supervisory<br />
skills who can assist in the day-<strong>to</strong>-day operations<br />
of this business and become a part of our family<br />
structure. <strong>The</strong> compensation package will include<br />
incentives for meeting sales performance goals and<br />
operational profitability.<br />
Responsibilities:<br />
• Manage and lead <strong>Funeral</strong> Direc<strong>to</strong>rs, Sales<br />
Managers and location staff.<br />
• Assure the operating practices comply with<br />
appropriate regulations and <strong>company</strong> policies.<br />
• Assure that staff understands location goals,<br />
policies and procedures.<br />
• Develop staff with the skills necessary <strong>to</strong><br />
serve family’s needs.<br />
• Ensure all services exceed the expectations of<br />
the families we serve.<br />
• Increase marketing and overall community<br />
involvement.<br />
• Serve as a men<strong>to</strong>r and coach <strong>to</strong> all employees.<br />
• Practice and promote teamwork among all of<br />
the staff.<br />
Requirements:<br />
• Minimum 5 years experience as a funeral<br />
direc<strong>to</strong>r/cemetarian/funeral manager,<br />
preferred.<br />
• Minimum 3 years management or office<br />
management experience, preferred.<br />
• Familiarity with Alabama Laws.<br />
• Knowledge of various funeral management<br />
software programs, including HMIS,<br />
preferred.<br />
For confidential consideration Email<br />
poul@LemastersConsulting.com or fax resume <strong>to</strong>:<br />
1(888) 407-1147<br />
Equal Opportunity Employer, M/F/D/V<br />
46<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> Direc<strong>to</strong>r • Alliance November 2011<br />
<strong>The</strong> <strong>Southern</strong> <strong>Funeral</strong> <strong>The</strong> <strong>Southern</strong> Direc<strong>to</strong>r <strong>Funeral</strong> Alliance Direc<strong>to</strong>r PreNeed Alliance & Personalization Cremation 2011 29<br />
37
Wilbert.<br />
Supporting the local community.<br />
When you order burial vaults from Wilbert, you’re supporting your community.<br />
Through a network of independently owned licensees, our vaults are manufactured<br />
at nearby plants and distributed locally with a focus on service that only comes<br />
from people who truly care.<br />
Wilbert is part of your community. We’re your friends, your neighbors, your fellow<br />
citizens. We create jobs for local workers. We pay local taxes. We participate in<br />
community events and support local causes.<br />
Above all, Wilbert is a name you can trust. Our high strength concrete reinforced<br />
with plastic and metal liners offers structural integrity and resistance <strong>to</strong> the elements<br />
that are unmatched by other materials. And your families will appreciate the wide<br />
range of personalization features that make a Wilbert vault a memorable part of<br />
the graveside service.<br />
Contact your local Wilbert representative <strong>to</strong> find out why you should put your trust<br />
in our lined concrete vaults.<br />
Uncompromised quality. Peace of mind. Personalized memorials.<br />
It’s the Wilbert Way.<br />
Wilbert and the Wilbert script logo are registered trademarks of Wilbert <strong>Funeral</strong> Services, Inc. © Copyright 2011 by Wilbert <strong>Funeral</strong> Services, Inc. All rights reserved. ADV-11010403-NOV11-SFD<br />
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CONCORD 28”<br />
83½” Outside<br />
83” Inside<br />
28½” Outside<br />
28” Inside<br />
CONCORD 32”<br />
87½” Outside<br />
87” Inside<br />
32½” Outside<br />
32” Inside