February 24, 2022
My Knowledge Transfer Plan Chapter 2: A Preneed Overview The first large-scale speech I gave at an NFDA convention was in Orlando in the 1980s. In the room next to me was an industry “expert” whose presentation denounced the use of funeral directors as salespeople and asserted that preneed was an inferior way of promoting funeral home services. From then until 2019, preneed sales rose in almost every category you can look at it. Overall number of contracts sold by the profession increased at least 300% during that 40-year period. The annual number of preneed contracts served increased almost 500%, and the backlog of preneed contracts as “inventory” for future service by any funeral home also increased by at least 100%. In other words, the presenter in the room next door had been wrong. Despite the onset of the pandemic, […]
January 27, 2022
Deathcare’s Confusing Terminology Funeral Service is not alone in seeing changes to the terminology we use every day. Just like airline stewardesses have become “flight attendants,” secretaries have become “administrative assistants,” and waiters and waitresses are now “servers,” we have progressed from “undertakers” to “morticians” to “funeral directors” and even “deathcare professionals.” Bodies no longer lie “in repose” or lie “in state.” We prefer “visitations” and “family farewells.” Hearses have become “casket coaches” or “funeral coaches.” “Tombstones” gradually became “monuments and markers.” Today, they are now “cemetery memorials.” We no longer “retrieve the body,” we now “remove the remains.” And for those who feel “remains” sounds too cold and uncaring, they use “bringing the loved one into our care.” We avoid the term “ashes” yet “cremains” never really took hold. The proper term is now “cremated remains.” It is interesting […]
January 27, 2022
After almost 40 years in the profession, I never questioned the concept of the “size of a cemetery.” I have seen them 40 acres, 200 acres, and even family and church cemeteries that are only 1 or 2 acres. But those were cemeteries initiated 50 years to 200 years ago. As we exist today in 2022, how big will the cemetery of the future be? Cemeteries in the Past The creation of a cemetery was in many ways a requirement for a “town” to become a “city.” As the town wished to be elevated in sovereignty to a city, it needed to have a cemetery. Usually, that cemetery was built at the edge of the town. People would walk, ride their horses and buggies, and (for the past five generations) drive their cars to the edge of town for burial […]
January 26, 2022
Each year, American Funeral Director Magazine publishes a yearly forecast article where experts and innovators in the funeral and cemetery profession share their predictions for the year ahead. For 2022, they share their visions of the future of cremation, memorialization, technology, what a post-pandemic world looks like, and more. Chris Cruger had the honor this year to be part of this insightful article. This article originally appeared in the January 2022 issue of American Funeral Director, published by Kates-Boylston Publications, and is being shared with permission. We have included his excerpt below. You can also download the entire article Chris Cruger on his vision of 2022 I think we’re going to see quite a bit of the same in 2022 that we saw in 2021. Consumer attitudes and behaviors have changed so dramatically through COVID that it has completely shakin’ […]
January 26, 2022
My Knowledge Transfer Plan Chapter 1: The future is cremation Two issues ago, I turned 68 years old. I mention this because I feel I bear a responsibility to this profession, one that has allowed me to build a company and serve more than 3,000 of its members during my career. While I have written more than 500 articles and four books covering many topics, I now want to systematically share all I have learned for the benefit of the next generation of business owners. I call this my Knowledge Transfer Plan (KTP). We human beings know we are not immortal, and I do not want to take any more knowledge with me to the grave than reasonable. (Yes, I will be buried.) With that said, please note that this column is now called “Finance 301.” This is the graduate-level […]




