June 22, 2021
Published by 
Dan Isard on June 22, 2021
Dan Isard on June 22, 2021Whether you call this effort aftercare, community service or outreach programming, there are many ways to market the value of your ministry. Imagine you turn on your television and see a barker screaming, “I have a solution that will boost your business, increase average revenue per call, reduce bad debt, grow preneed and increase case count!” (If you’d change the channel, I wouldn’t blame you.) In the 35 years I’ve been researching the topic of community service performed by funeral homes, however, I can tell you straight up that doing community service properly will indeed increase average revenue per call, decrease bad debt, grow preneed services and increase your case count! It will also increase facility utilization (prepandemic, at least). Now, the question: “Why does community service create so many key benefits for my business?” There are three reasons. First, […]
May 25, 2021
Published by 
Chris Cruger on May 25, 2021
Chris Cruger on May 25, 2021Buying and Selling continues to be a hot topic with our readers and the profession in general. We were recently asked about the selling process. Chris Cruger provides his insights on this topic. Question: With everything going on right now, should I be thinking about selling my business? Chris Cruger: When considering your options, you need to ask yourself if the time is right to sell? Should you continue to operate? Consider these four issues: Examine your motives for wanting to sell – Is the decision being driven by health reasons, divorce, death, cremation, etc.… – The reason will determine the urgency and timing. Tax Environment – Sellers are able to get a very attractive capital gains treatment right now. A business sold today will have an effective tax rate of approximately 20 percent. That rate could go as high […]
May 21, 2021
Published by Chris Cruger on May 21, 2021
Chris Cruger on May 21, 2021As we were all learning to work the ‘new normal’ into our lexicon The Foresight Companies conducted a study focused on consumer attitudes toward the funeral and cemetery profession in the post-pandemic era. The findings around the role of our profession were simply astonishing. The pandemic has altered not only how funeral homes and cemeteries serve their families today, but it also has produced a reimagined role for funeral and cemetery professionals both in perception and reality. The result is an elevated view as “last responders” in the eyes of the consumer. When a death occurs, most families arrive at funeral and cemetery facilities with unsure expectations. Emotions are high and the need for quick decisions can cause even more stress. Is it that much of a surprise that consumers feel a disconnection between the opinion of our profession and […]
May 21, 2021
Published by Dan Isard on May 21, 2021
Dan Isard on May 21, 2021Making sure the investment is worth the return. As a business owner, I’m sure, you feel very proud of your firm. You might even assume that everyone in your community knows about your business and watches every time you mow the grass or paint the outside. And there’s no doubt they will contact you within minutes if you raise your prices, right? The reality is that most people call on a funeral home only when there is an emergency or an imminent problem; they rarely know about price changes, painting or lawncare. In fact, despite investing your money in or inheriting your business, you might have discovered that many people come to your firm thinking Ol’ Man Jones is still in charge. Well, you chose to control your own destiny. You made the decision to be a business owner because […]
April 21, 2021
Published by Dan Isard on April 21, 2021
Dan Isard on April 21, 2021In many states, you have combination funeral/cemetery businesses; but in some states, you do not. Many cemeteries have tried to stay in their lanes offering only interment options. Most funeral homes have stayed in their lanes, only dealing with the funeral and care of the body, without any interment options. As fewer bodies are interred and only a fraction of cremated remains are permanently inurned in a cemetery, this means cemeteries must take a different path to maintain their relevancy and their cash flow. When allowed by law, the solution could be establishing a funeral service business that focuses on direct cremation services. Semantics Is More than Just Words Semantics, from the ancient Greek, is the study of words and their meanings. Often, the words in our business and life provide a limited image of what we are trying to […]