April 18, 2023
Published by 
Doug Gober on April 18, 2023
Doug Gober on April 18, 2023One of the great debates in funeral service today is whether you should display your merchandise or offer a digital catalog for your client families to look at. We asked Doug Gober to provide insight and guidance on this important topic. Question: Should I display my casket, vault or urn merchandise in my funeral home or just have a digital catalog? Doug Gober: The key elements to this question are information and control. Ask yourself the following: how does the consumer access information? For today’s consumer, it is mostly online. However, is that the best methodology for a consumer to purchase an unfamiliar product combined with an unfriendly state of mind? Most product purchases made today that are infrequent, higher priced purchases that are not routine are usually done in a positive state of mind. As funeral home owners and […]
October 24, 2022
Published by Doug Gober on October 24, 2022
Doug Gober on October 24, 2022We want to continue to provide you with insight and guidance on Pricing. For this month’s column, we spoke with Doug Gober again as he answers more popular pricing questions. Continue reading below as we provide information on competitor pricing. Question: Should I set my prices lower than my competitors to gain market share? Doug Gober: The critical factor when determining your pricing should be how you want to be seen in the marketplace. Since the funeral and cemetery market is segmented, it is a challenge to be all things to all people. It would be in your best interest to focus only on your business and define who you want to be in the marketplace rather than what your competitors are doing. This idea of determining your position is certainly more important than seeing what your competitors in the market […]
July 21, 2021
Published by Doug Gober on July 21, 2021
Doug Gober on July 21, 2021Selling your funeral home or cemetery business continues to be a one of the hottest topics with our readers and the profession. We were recently asked about the timeline for selling your business by the end of the year. Doug Gober provides his insights on this important question. Question: I am ready to retire and want to have my business sold by December 31,2021. Am I too late? What do I need to do to have this done by the end of the year? Doug Gober: The short answer is no. You are not too late. However, there are many qualification statements that need to be considered to make your transition happen. First, you must be prepared to focus on the task at hand. There are so many small elements of a transition; whether big or small, that can become […]
February 21, 2021
Published by Doug Gober on February 21, 2021
Doug Gober on February 21, 2021Business Financing Services is one of our service areas that we are always asked for insight and guidance on. For this month’s column, we answer a very common question related to succession planning and financing. Continue reading below as Doug Gober, Partner provides some insights. Question: I am ready to sell my business to my son. How can he secure the financing necessary to buy my business? Doug Gober: Many potential business owners who need to transition their businesses are convinced that either their children or key person can’t secure the financing necessary to transition the business to them. With the sellers help and understanding of the process, the lending is available for the next generation of independent business owners. On a regular basis, we are assisting in securing financing which allows for independent funeral service to continue. The idea that […]
December 21, 2020
Published by Doug Gober on December 21, 2020
Doug Gober on December 21, 2020We want to continue to provide you with insight and guidance on Pricing. For this month’s column, we spoke with Doug Gober again as he answers more popular pricing questions. Continue reading below as we provide information on competitor pricing and package pricing! Question: Should I match my competitors’ prices? Doug Gober: The critical element of pricing should be how you want to be seen in the marketplace. Because the market is so segmented, it is challenging for a funeral home to be all things to all people. It would be beneficial to define who you want to be in the marketplace rather than who and how your competitors are. This idea of determining your position is certainly more important than seeing what your competitors in the market are doing. In some cases, you may not be at the same […]
November 23, 2020
Published by Doug Gober on November 23, 2020
Doug Gober on November 23, 2020One topic we continue to be asked for insight and guidance on is Pricing. For this month’s column, we combined all of the most popular pricing questions into one comprehensive article. Continue reading below as Doug Gober, Partner provides information on setting prices, when an how often should we change prices, and more! Question: How should I set my prices? Doug Gober: Historically, Funeral Directors were notorious for comparing their prices to their competitor’s prices or they would take their best guess at what they are worth. Legitimately a firm should evaluate what it costs them to operate their entity. Every enterprise has different cost structures to operate One firm may be paying off debt while the other has been paid off for 20 years. Just that one item alone could alter how retail prices should be set for each […]
October 25, 2020
Published by Doug Gober on October 25, 2020
Doug Gober on October 25, 2020One service area that we are always asked for insight and guidance on is our Business Financing Services. For this month’s column, we combined all of the most popular financing questions into one comprehensive article. Continue reading below as Doug Gober, Partner provides some insights on SBA financing, debt refinancing, borrowing limits, and more. Question: Why would I want to get SBA financing instead of going to my local bank? Doug Gober: Since its inception, SBA lending has become very popular because it opens the door to a larger base of entrepreneurs transitioning into businesses. It does so by reducing the amount of initial investment required and extending the terms on of the loan. Unless you have significant investment dollars available, it is difficult for quality, skilled people to become a business owner using conventional lending. Conventional commercial lending effectively […]
March 26, 2020
Published by Doug Gober on March 26, 2020
Doug Gober on March 26, 2020This is a limited summary of the parts of the Bill passed by the Senate last night that are most likely to affect you. – I anticipate that we will have significantly more clarity, possibly as early as tomorrow. Please excuse the layman’s terms as we attempt to simplify things here. To be eligible, a firm must have less than 500 employees and a business revenue cap of possibly $10MM. However, that amount is still unclear at this time. The first two bullets below are part of the Keeping Workers Paid and Employed Act that was passed by the US Senate on March 25, 2020. Existing SBA loans – The relief Bill provides for the payment of all principal and interest for a 6-month period. a. There is no need to apply. This payment program will be automatic for anyone […]