Ask the Analyst

Six Proven Plays to Lift Funeral-Home Margins — Without Losing Your Soul “Failing to prepare is preparing to fail.” — John Wooden Running a funeral home today is like steering a tugboat through fog while speedboats zip past. You can’t keep jacking up prices, and you definitely can’t cut corners on care—families remember both. What you can do is run smarter. The six plays below come from live field data (and a few hard-earned scars). Margins may be math, but leadership is still about people. PLAY 1 — Master the Fundamentals “Excellence is achieved by the mastery of the fundamentals.” — Vince Lombardi Why the Middle Wins Offer three crystal-clear packages—Good, Better, Best. Behavioral economists call it the Goldilocks effect; we call it a license to boost average ticket. 51 % of families in our 2025 study chose the mid-tier […]

This month, I had the privilege of attending the 2025 NFDA Professional Women’s Conference, an experience that left me inspired and better equipped to support my clients with a deeper sense of empathy, strategy, and clarity. One attendee posed a question that stood out to me: “How can we consistently add value to our services without reinforcing the stereotype that we’re upselling families at their most vulnerable, especially when budgets are tight?” Reflecting on these candid discussions and collaborative exchanges made one thing clear: delivering high-value service doesn’t always mean families need to spend more—it means providing thoughtful, personalized gestures that resonate deeply. One director shared how she crafts small, meaningful mementos that reflect the deceased’s favorite hobby or brainstorms different ideas to tie in their personality to the service. Small acts with significant emotional impact. You can’t always raise […]

In the ever-evolving funeral and cemetery profession, making informed financial decisions is more critical than ever. Whether you’re managing day-to-day operations, planning for a significant capital investment, or considering a business expansion, a well-crafted financial model can be the key to unlocking clarity and confidence in your decision-making. What Is a Financial Model and Why Does It Matter? A financial model is essentially a comprehensive summary of your funeral home’s income, expenses, and cash flow, all neatly organized in a spreadsheet. It is designed to answer pivotal questions about your business’s future. For funeral home owners, a financial model can help you: Plan Your Budget: Ensure that your revenue streams—from services like funeral arrangements and merchandise sales—cover your expenses, including staff wages and facility upkeep. Evaluate Investments: Decide whether purchasing new equipment (such as a retort or updated vehicles) or […]

The global nature of today’s economy means that tariffs, or taxes imposed on imported goods, can have far-reaching implications—including within the funeral profession. While many funeral homes may not feel the immediate impact of tariffs, it is essential to remain vigilant and prepared for potential ripple effects on business operations and the merchandise clients depend on. Staying informed and proactive can help professionals navigate these challenges while maintaining the quality-of-service families expect. How Tariffs Impact Merchandise One of the most direct effects of tariffs lies in the cost of funeral merchandise. Many caskets sold in the U.S., for example, are manufactured in countries such as China, Mexico, and Canada. If tariffs are imposed on these imports, the increased costs could trickle down to funeral homes and their clients. For instance, a 25% tariff on a $1,000 imported casket adds $250 […]