Merchandising Urn Arks

I think I saw my first Urn Ark around 20 years ago. I was immediately taken and still consider it to be the best way to dignify the ceremony in a cremation. Most funeral homes that use them… and, sadly, too many do not…don’t charge for them. That practice doesn’t bother me but I do… [Read More…]

How To Be Smart About Buying Caskets

It has now become routine for me to analyze what they are paying in “True” wholesale prices for caskets. In the process I typically save tens of thousands of dollars for them over the course of a year. But what I do isn’t rocket science. Nor does it always require they change vendors…although it often… [Read More…]

Merchandising Rental Caskets

I like the approach demonstrated in the attached picture. My friend, David Storke, shows this wicker green burial casket on top of his rental. He tells me that he no longer has any trouble explaining “combustible” caskets to his families, the wicker casket is a great conversation piece (he has sold 2 for “green” burial)… [Read More…]

Thumbnail: What’s It Worth?

A lot of my readers are curious about what their business is worth but aren’t yet ready for a full valuation. They just want an idea. Well, as you can imagine that gets kind of messy. There are a lot of moving parts in a valuation; but if you just want an educated guess click… [Read More…]

Creedy & McQueen Earn Exit Planning Certification

You’re here…NOW WHAT! There are more ways to transition a business than just selling to a consolidator. You can transition fast and you can transition slow. You can plan to have your kids succeed you or your employees or another funeral home operator. But the one entity you want to protect yourself from is the… [Read More…]

Check Their Math! How The Herd Instinct Works In Funeral Service

WARNING! This is not about caskets! A couple of decades ago I was visiting with 3 funeral home owner friends. They were discussing among themselves that the expensive makeovers of their selection rooms, popular at the time, were not working as advertised. Having heard nothing but glorious praise about these “retail” style showrooms I was… [Read More…]

Lest You Misunderstand

Last week’s post was about casket discounting. I just want to make myself clear. I still meet people who believe their salvation is in the selection room. They even have incorporated their arrangement rooms inside their showrooms. (What kind of message does that send??) What I want my readers to know is that I resent… [Read More…]

The Curse of the 25% Casket Wholesale Discount

So, it’s not my hunt…not even my dog; but I just hate being played. A few weeks ago I was working with a client in the Midwest: 50 to 60 calls 30 – 35 caskets sold a year He was so proud of himself. He had just negotiated a 25% discount from one of the… [Read More…]

4 Ways To Compete Against Low Price Competitors

There are two fundamental assumptions you must make in order to compete effectively against low price competitors: Some people buy solely on price…but it is the smallest part of your market Most people buy on value Let’s talk a minute about the value buyers. People want value for their dollar. You do. Most people you… [Read More…]

How To Stop Customers From Fixating On Price

Equalize Price Points to Crystallize Personal Relevance. This is the first recession to show a measurable impact on DeathCare.  Most surprising have been the many reports from rural and “rustbelt” funeral directors that cremation has recently spiked, not because people in their markets want cremation but BECAUSE THEY CAN’T AFFORD BURIAL.   YIKES!!!! A recent article… [Read More…]

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