Funeral Business Solutions March/April 2025 Issue

FROM THE PUBLISHER

Hi, I'm Tim Totten, a 25-year industry veteran. I've worked at both corporate and family-owned firms before expanding my side business (making removal quilts out of the garage) into a full-time career.

Can you believe we're already on our 3rd calendar year publishing this magazine!

As we keep growing, we've added a skilled Ad Manager, Jim Rohrlack, to help us find companies that want to share their amazing products and services with you in the pages of this magazine.

Jim Rohrlack Ad Manager

If you need anything from him, you can reach him at jim@fbsmagazine.com.

And see both Jim and I at the ICCFA Experience in Vegas from April 30th to May 3rd! We'll be in booth #657 and I'll also be at booth #659 with the products I make with Final Embrace!

Sincerely,

TIMOTHY TOTTEN Publisher

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CONTRIBUTORS

Erin Connolly started her communications career teaching anchors and reporters how to present the news. She found her niche working for Mortuary Lift Company writing articles and press releases. Erin received her B.A. from the University of Iowa and her M.A. from the S.I. Newhouse School of Communications at Syracuse University.

Danny Jefferson is one of the original American Funeral Director Magazine’s “Funeral Director of the Year”. A certified Funeral Director and Embalmer he is widely recognized as one of the profession’s leading practitioners and is a founding member of Two Guys and A Question podcast with Alan Creedy. Among his accomplishments is rebuilding a defunct funeral home from 60 calls to more than 300 calls in less than ten years.

Nikki Anne Schmutz, a Utah native, is a published author with a background in caretaking and as a Registered Behavior Technician (RBT) for special needs individuals. After being widowed in 2016, she became an Estate Specialist in 2019 at Full-Circle Aftercare. Promoted to Director of Operations in 2021, Nikki now guides funeral homes, hospice providers, and families through the complexities of non-legal estate settlements.

Joe Weigel is the owner of Weigel Strategic Marketing, a communications firm focused on the funeral profession that delivers expertise and results across three interrelated marketing disciplines: strategy, branding, and communications. He can be reached at 317608-8914 or weigelstrategicmarketing@ gmail.com. You also can visit his website at weigelstrategicmarketing.com.

Joel Soelberg is the Managing Director of Duncan Stuart Todd Ltd, a design and mortuary equipment firm that specializes in OSHA compliant Care Center renovations and new construction since 1991. He can be reached by email at info@duncanstuarttodd.com or call him at 720-583-1886.

Ronald H. Cooper, CPA is a funeral home accountant and consultant with Ronald Cooper, CPA, PLLC. He can be reached by phone at 603-6718007, or you may email him at ron@ funeralhomeaccounting.com.

1801 South Bay Street Eustis, Florida 32726

Timothy Totten, Publisher TimTotten@FBSMagazine.com 352.242.8111

Robin Richter, Content Editor RobinRichter@FBSMagazine.com 813.500.2819

Raymond L. Bald, CPA, CFE is a funeral home tax accountant and consultant with Cummings, Lamont & McNamee, PLLC. He can be reached by phone at 603-772-3460, or you may email him at rbald@clmcpa.com

Jim A. Luff is an expert in Merchant Services for the deathcare industry. Jim serves as the liaison between NFDA and Aurora Payments. He can be reached by email: jim.luff@risewithaurora.com or by phone at 661-706-7955.

Funeral Business Solutions Magazine is published bi-monthly (6 Issues a year) by Radcliffe Media, Inc. 1801 South Bay Street, Eustis, Florida 32726. Subscriptions are free to qualified U.S. subscribers. Single copies and back issues are $8.99 each (United States) and $12.99 each (International). United States Subscriptions are $64.00 annually. International Subscriptions are $95.00 annually.

Visit www.FBSMagazine.com for content that is updated frequently and to access articles on a range of funeral industry topics. Radcliffe Media provides its contributing writers latitude in expressing opinions, advice, and solutions. The views expressed are not necessarily those of Radcliffe Media and by no means reflect any guarantees that material facts are accurate or true. Radcliffe Media accepts no liability in respect of the content of any third party material appearing in this magazine. Copyright 2025. All rights reserved. Funeral Business Solutions Magazine content may not be photocopied or reproduced or redistributed without the consent of publisher. For questions regarding magazine or for subscriptions, email info@FBSMagazine.com.

ARTICLE

For high quality reprints of articles, email us at content@FBSMagazine.com.

INDUSTRY HEADLINES

IrIs Infant Casket/ Vault JoIns DorIC

ProDuCt lIne

MARSHALL, IL – Doric Products, Inc. is proud to now offer the Iris™ - the latest addition to their quality line of burial products. The Iris is constructed of durable polystyrene and joins the Daisy Chrisom™ in Doric’s line of infant combination casket/vault models.

“The Iris is an attractive lightweight product designed to be handled easily by a single person,” commented Jim Wiens, president of Doric Products, Inc. “Its price point is about half of our Daisy Chrisom infant model, offering families an economical yet dignified solution.”

A new addition to the Doric product line, the Iris offers families an economical yet dignified option in their time of need in three different exterior designs (white, pink marble and blue marble) and two interior dimensions (18” and 24”).

The exterior is available in standard white, pink marble, and blue marble designs and features a matching interior that coordinates beautifully with the exterior. The cover features a butyl seal around the perimeter that provides resistance to gravesite elements with a flat top for optional customization or graphics. All colors of the Iris are available in both 18” and 24” interior dimensions.

“As we strive to deliver on our mission of offering final resting places of exceptional quality, value, and strength, the launch of the Iris is exactly the type of product that supports this goal,” added Wiens. “We are honored to help funeral professionals support all families in their time of need.”

About Doric: Doric Products, Inc. is a leading manufacturer of burial vaults, cremation vaults, and memorialization products. Distributed by highly trained professionals throughout the United States and Canada, Doric offers burial vaults of exceptional quality, value, and strength. Although Doric is best known as a leader in traditional concrete burial vaults, the Classic Metal Vaults division features one of the largest selections of air-seal metal vaults available anywhere.

full-CIrCle afterCare Partners wIth nemu

AssociAtion offers fAmilies A seAmless

WAy to DiviDe Belongings After loss

Salt Lake City, UT – Full-Circle Aftercare, the leading provider of non-legal estate aftercare services, is proud to announce a partnership with Nemu, an innovative solution designed to help families divide their loved ones’ personal belongings fairly and efficiently. This collaboration expands Full-Circle Aftercare’s comprehensive support services, ensuring families have access to the tools they need to navigate the complexities of loss.

Full-Circle Aftercare has built a reputation for providing compassionate, hands-on assistance with the practical tasks of estate settlement, such as making notifications, securing government benefits, and addressing other non-legal matters. By adding Nemu to its repertoire, Full-Circle Aftercare is reinforcing its commitment to easing the burden on grieving families.

“We are excited to partner with Nemu to offer families another essential tool for post-loss support,” said Matthew Van Drimmelen, CEO of Full-Circle Aftercare. “Our mission has always been to take care of the necessary tasks so families can focus on what truly matters—mourning and honoring their loved ones. Nemu aligns perfectly with our goal of making this process as seamless and conflict-free as possible.”

Simplifying the Division of Belongings

The loss of a loved one often leaves families facing the emotionally challenging task of deciding “who gets what.” Nemu offers an easy-to-use digital platform to inventory, value, and fairly distribute belongings— eliminating the need for traditional on-site conflictprone methods like drawing straws or labeling items with sticky notes.

“Our goal is to ease the burden for families while honoring their loved ones’ wishes,” said Sarah Powers, CEO of Nemu. “Our tool helps families work together to organize what was left behind and decide on its

distribution, shifting the process away from being time-intensive, expensive, or stressful to one that is collaborative and efficient even when families are far apart. We are proud to work with Full-Circle Aftercare to help families move forward seamlessly.”

About Full-Circle Aftercare: Full-Circle Aftercare is a family-owned company dedicated to providing non-legal estate settlement support. From government notifications to financial and insurance assistance, Full-Circle Aftercare handles the essential tasks that can be emotionally taxing for families during a difficult time. Their goal is to lift the logistical burden, allowing families to focus on grieving and healing.

About Nemu: Nemu is an innovative application that simplifies the process of organizing, dividing, and pricing personal belongings after the loss of a loved one. Unlike traditional methods, Nemu provides a collaborative, conflict-free tool that allows families to create an inventory of their belongings, understand their value, and fairly decide who gets what—all in a convenient digital platform.

founDatIon Partners GrouP forms new aDVIsory BoarD to enhanCe strateGIC Growth anD CommunIty ImPaCt

WINTER PARK, Fla. – In one of his first actions as leader of the second largest provider of funeral services in the United States, Foundation Partners Group CEO John D. Smith today announced the creation of a new Community Advisory Board to help guide the company’s leadership team during a pivotal time of growth and transformation.

Smith, who was named Foundation Partners CEO in January, has dedicated his career to building innovative consumer experiences and transforming legacy business models across multiple industries. As Chairman and CEO of Icon Parking, he was named the National Parking Association’s Innovator of the Year in 2023 for leveraging digital technology to significantly improve the customer experience and produce major efficiencies and cost savings for Icon.

The new advisory board underscores Smith’s commitment to balancing innovation with the deeply rooted traditions of funeral service, as he builds on the company’s strong foundation to ensure that families receive compassionate care and modern end-of-life solutions. His ability to implement strategic initiatives, optimize operations and build highperforming teams has consistently delivered measurable results.

“Our mission is to bring ease and comfort to families,” Smith said. “That’s why our first three Community Advisory Board members are former funeral business owners, who represent the best in service to families. They are smart, creative problem solvers who have proven track records of success.

Their advice and counsel will be invaluable as we look to accelerate performance and bring our local funeral homes, cemeteries and direct-to-consumer cremation providers together with modern tools and resources to make the endof-life experience as easy as possible for families we serve.”

Advisory board members include:

Mark Krause, a fourth-generation funeral director and former president of Krause Funeral Homes & Cremation Services in Milwaukee, Wisconsin. Krause is a nationally recognized leader and educator, who built an innovative portfolio of businesses designed to provide services to families across a wide spectrum of needs from high-touch, traditional services to simple direct cremation.

Kevin Waterston, a recognized cremation pioneer who, along with his brother, founded the Cremation Society of Minnesota in 1980 to complement the services of his family’s Minneapolis funeral home. Over the next 30-plus years, the Waterstons grew the business to five locations, becoming the leading provider of cremation services in Minnesota.

Rick Tuss, a licensed funeral director and former co-owner of Charlotte Memorial Funeral Home, Cemetery & Crematory in Punta Gorda, Florida. From 2012 to 2019, Tuss and his partner modernized and grew the business based on a culture of caring with a strong emphasis on community involvement.

“By concentrating on best practices, emerging opportunities and an expanded vision for the future, we will begin our next chapter of innovation, excellence and service. Looking ahead, we also see this board as an opportunity to draw on the experience of innovative thinkers from other areas of the end-of-life planning and care community -- a community that has expanded far beyond traditional funeral service to all aspects of ending well,” Smith said.

About Foundation Partners Group

Winter Park, Florida-based Foundation Partners Group is one of the industry's most innovative providers of funeral services and the second-largest funeral home group in the country based on the number of families served. Foundation Partners owns and operates a network of over 250 funeral homes, cremation centers and cemeteries across 21 states. Our deep understanding of technology and customer experiencecentered approach allows us to deliver truly innovative and compassionate care to the families we serve. Visit www. foundationpartners.com to learn more. A New Era of Memorialization on Local TV

a new era of memorIlIzatIon on loC al teleVIsIon

Remembrance Reels™ raise public awareness, leading to greater service attendance and ensuring that cherished memories are shared and preserved.”

— Joann Marotta, General Manager and Funeral Director

GREENVILLE, SC, - Cremation Society of South CarolinaWestville Funerals is pioneering a groundbreaking shift in how families honor their loved ones. In an industry first, the funeral home has partnered with WHNS and Chptr to launch Remembrance Reels™, an innovative program that transforms traditional obituaries into visually compelling video tributes aired on local television in South Carolina.

"For generations, families relied on printed obituaries to inform their communities of a passing," said Joann Marotta, General Manager and Funeral Director at Cremation Society of SC-Westville Funerals. "But today, families need a more impactful and far-reaching way to share their loved ones' stories. Remembrance Reels™ raise public awareness, leading to greater service attendance and ensuring that cherished memories are shared and preserved."

By moving beyond the constraints of newspaper listings, Remembrance Reels™ give families a powerful new way to celebrate lives lived. These video tributes air twice daily for up to 10 days, ensuring broad community reach while providing an opportunity for friends and loved ones to gather and honor those they’ve lost. Families also receive a permanent digital keepsake—a timeless tribute they can revisit and share.

"Every life has a story, and those stories deserve to be told and shared," said Rehan Choudhry, CEO and founder of Chptr. "We’re giving families a meaningful way to ensure their loved ones’ legacies continue to inspire and connect communities for generations to come."

Leading the Way in a New Era of Storytelling

As the first funeral home in South Carolina to launch a broadcast-based memorialization service, Cremation Society of SC-Westville Funerals is redefining how families share their loved ones’ stories. Remembrance Reels™ seamlessly blend tradition with innovation, extending memorials beyond static obituaries and into dynamic, community-wide storytelling.

This isn’t just about announcing a passing—it’s about celebrating a life. With Chptr’s cutting-edge storytelling technology and WHNS’s trusted local reach, this service ensures that every tribute is seen, heard, and remembered.

Families interested in learning more about Remembrance Reels™ can visit CremationSocietyofSC.com/Memoriams or call 864-269-5073.

About Cremation Society of SC-Westville Funerals Cremation Society of South Carolina-Westville Funerals is dedicated to providing families with dignified, affordable, and meaningful end-of-life services. With a focus on simplicity and transparency, we offer aquamation, cremation, green burial, and traditional funeral solutions that honors every life with care and respect. By combining tradition with innovation, we help families create lasting tributes that celebrate their loved ones’ legacies. Committed to serving our community with affordability, compassion and professionalism, Cremation Society of SC-Westville Funerals ensures that every farewell is as unique as the life it honors. To learn more, visit www.cremationsocietyofsc.com.

About Chptr

Chptr is a storytelling platform for the modern age, dedicated to preserving and sharing legacies in ways that transcend traditional memorialization. By transforming memories into beautifully crafted narratives, Chptr helps families and communities honor the past, connect in the present, and ensure stories live on forever. Through broadcast video technology and immersive storytelling, Chptr seamlessly bridges the gap between personal history and public remembrance. Learn more at http://www.chptr.com.

funeral serVICe BusIness Plan 2025: emPowerInG funeral ProfessIonals for suCCess

LINCOLN, R.I. – Kates-Boylston is hosting their annual Funeral Service Business Plan conference on April 1, 2025, at the Sheraton Pittsburgh Hotel at Station Square, in Pittsburgh, Pennsylvania.

Running a funeral business comes with unique challenges, but the right strategies can lead to lasting success. That’s why funeral professionals from across the industry will be gathering for Funeral Service Business Plan 2025, a must-attend event designed to provide the tools, insights, and connections needed to drive business growth and innovation.

This one-day conference will feature interactive sessions, expert-led presentations, and in-depth discussions that tackle today’s most pressing industry challenges while exploring opportunities for the future. Whether you're a business owner, manager, or funeral professional looking to expand your knowledge, this event is designed to equip you with actionable strategies to elevate your business and career.

The list of thought leaders includes Damon Wenig, Homesteaders Life Company; Mitch Smith, eFuneral Partner; Tyler Anderson, Precoa; Stephanie Castagnier Dunn, Phoenix SBA, a Community Bankshare Company, and additional speakers to be announced.

Through thought-provoking presentations, participants will walk away with fresh ideas to streamline their operations,

strengthen client relationships, and build a thriving business.

Beyond the educational sessions, Funeral Service Business Plan 2025 offers a prime networking opportunity, allowing attendees to connect with like-minded professionals, industry experts, and potential collaborators. These connections will foster valuable discussions, fresh perspectives, and new opportunities for professional growth.

For more information and to register, please visit https://events. kates-boylston.com/funeral-service-business-plan-2025 and follow us on Facebook.

Kates-Boylston, an independent voice in coverage of the funeral service profession for nearly 150 years, is headquartered in Lincoln, Rhode Island. Among Kates-Boylston’s independent and respected journalistic portfolio are the American Funeral Director and American Cemetery & Cremation print and digital platforms, as well as the Funeral Service Insider digital publication and associated podcast and media presence. For more information, visit www.kates-boylston.com.

BatesVIlle PreVaIls In Patent InfrInGement Case

fIleD

By VanDor

BATESVILLE, Ind., - Following a nearly two-year legal process, the U.S. District Court for the Southern District of Indiana awarded summary judgment in favor of Batesville Casket Company, LLC and Batesville Services, LLC and against Vandor Group, Inc., rejecting Vandor’s claims that Batesville’s cardboard rental insert, which the company launched in 2011, infringed four of Vandor’s patents. Batesville vigorously disputed Vandor’s allegations of patent infringement and filed its own counterclaims requesting a declaration from the Court that Vandor’s patents were invalid. In its summary judgment decision, the Court agreed with Batesville that all four patents asserted by Vandor were invalid and dismissed Vandor’s infringement claims against Batesville in their entirety. Batesville’s motion for attorney’s fees is now pending before the Court.

“At Batesville, we take pride in bringing innovative and original solutions to market,” said Jenn Parvin, SVP and Chief Marketing Officer for Batesville. “The Court’s ruling allows us to put these accusations behind us and continue designing and delivering the high-quality products that funeral professionals need and that families deserve.”

A trusted resource for cremation offerings for more than three decades, Batesville has an expansive assortment of products –from cremation urns and keepsakes to caskets and alternative containers, remembrance jewelry, and memorialization products. The company is continuously expanding and refining its product line to improve quality or performance, enhance functionality or deliver greater value.

“Our goal is not just to provide more products, but to provide the right products at the right price points that meet the functional needs of funeral directors and that deliver value to families,” said Parvin. “We have a lot of exciting things in development as we head into 2025.”

Since late 2023, Batesville has added more than 100 new cremation products, touching all categories, including a growing line of cremation containers, rental caskets and inserts. The company recently launched several products in this line.

•Fairview™ 27 – the first rental casket offering personalization through the company’s patented LifeView® panel

•Sureview™ – a competitively priced rental insert that is stronger and easier to use

•NewPointe® – entry-level cardboard cremation container

ABOUT BATESVILLE SERVICES, LLC

Batesville (www.Batesville.com) is a recognized leader in the death care industry in North America, offering a comprehensive portfolio of burial and cremation products, memorialization options and innovative technology solutions. For more than 125 years, Batesville has supported licensed funeral professionals in helping families honor the lives of those they love.® A history of manufacturing excellence, product innovation, superior customer service, and reliable delivery helped Batesville become – and remain – a market leader.

UPCOMING CONFERENCES

Illinois Funeral Directors Association 2025 Annual Convention

April 7 - 9, 2025

Oak Brook Hills Resort, Oak Brook, IL ifda.org

Iowa Funeral Directors Association Annual Convention

April 28 - May 1, 2025

Prairie Meadows Hotel, Altoona, IA iafda.org

April 29 - May 1, 2025

Ohio Funeral Directors Association Annual Convention & Exhibition ofdaonline.org

International Cemetery, Cremation, and Funeral Association Convention & Expo

April 30 - May 3, 2025

Mandalay Bay Resorts & Casino, Las Vegas, NV

Hilton Columbus at Easton, Columbus, OH iccfa.com

Tri-State Convention

Missouri, Nebraska, Kansas

May 4 - 7, 2025

Overland Park Convention Center, Overland Park, KS

nefda.org, mofuneral.org, ksfda.org

Michigan Funeral Directors Association

Annual Convention & Exposition

May 12 - 14, 2025

Soaring Eagle Casino & Resort, Mt. Pleasant, MI mfda.org

Indiana Funeral Directors Association

Annual Convention

May 19 - 22, 2025

Embassy Suites Conference, Noblesville, IN infda.org

Independent Funeral Directors of Florida

Annual Conference & Trade Show

May 28 - 31, 2025

Hammock Beach Golf Resort, Palm Coast, FL ifdf.org

Expanding Funeral Homes as Event Centers

As cremation rises, owners are looking for ways to create meaningful tributes and use idle space.

BY ERIN CONNOLLY

Turning forgotten corners into profit is giving the funeral home industry a fresh lease on life—so to speak—as more businesses find creative ways to make use of otherwise idle space. This innovative branding approach even gives funeral homes a new title—Life Celebration Event Venue—a nod to their expanded role beyond traditional services.

Reimagining funeral homes as event spaces taps into the growing demand for affordable, accessible venues. For clients, it offers a practical alternative to traditional event spaces. For funeral homes, it opens up an overlooked revenue stream—because

a well-designed space doesn’t have to wait for only one kind of gathering.

According to Lee Longino, senior managing director for the Major East Business Unit for Service Corporation International’s Major Markets, “It does not take Elon Musk to tell we have to make a change as cremation rates are changing.”

SCI recognized the need for change in the mid2000s. This is when they started converting many of their facilities into Life Celebration Centers although many funeral homes remained just that. Keeping a

PICTURE: Round tables replace pews at Blount & Curry Funeral Home, Carrollwood Chapel in Tampa, Florida.

close eye on the pulse of the market, they realized the baby boomers had gone DIY with cremation. A new standard had become getting the decedent cremated and then taking the ashes home, with more people requesting not to have a service in their name. Longino states, “I realized that people were not steering away from the concept of a service, just the dark, somber services associated with traditional funerals. We went from dark suits and sad music to something that become uplifting and a true celebration of someone important to them.”

“We started using round tables instead of pews. We can customize the tablecloths to the person’s favorite color and do a lot to create an environment that went from the mundane to the dynamic. Funeral directors roles began to pivot.”

Where do they get these funeral directors that are so well versed in making the transition? Event management and hospitality schools, of course. An added coup to converting from traditional funeral services to creating life events is the added hiring pool. Longino has recruited these unexpected sources and now has 35 event planners to support their funeral directors in upbeat celebrations of life.

SCI also has about 30 funeral directors with degrees in hospitality management.

Diverse Community Engagement

Transforming spaces to serve as venues for various community events, fosters connections and provides support beyond traditional funeral services. This approach not only utilizes existing facilities but also helps demystify death and grief, creating a more open and supportive environment for the community. Many funeral homes have embraced their roles as community hubs by hosting a variety of events:

Educational Workshops and Seminars

Offering sessions on topics such as grief support, end-of-life planning, and wellness, funeral homes provide valuable resources to the community.

Social Events

Hosting gatherings like holiday celebrations, concerts, and guest speaker events allows funeral homes to engage with the community in a positive setting. Support Groups: Providing grief support

PICTURE: Reception space at Joseph Gawler's Sons in Washington, D.C.

Watch our 30-minute roundtable discussion of this article now!

FEATURE EDITORIAL

groups and counseling sessions helps individuals cope with loss in a compassionate environment.

Current Events

Funeral homes also play a pivotal role during national events, offering spaces for the public to pay respects. Following the deaths of prominent figures like Princess Diana and Queen Elizabeth II, funeral homes have hosted memorial services and register books, allowing the community to honor their memories. This practice provides a communal space for collective mourning and remembrance.

Funeral homes also play a pivotal role during national events, offering spaces for the public to pay respects. When Princess Diana passed away in 1997, funeral homes in the United Kingdom opened their doors for the public to pay their respects in tribute books. This is one example of the unifying effect of these these establishments.

More Innovative Uses of Funeral Home Spaces

Beyond traditional events, funeral homes are

exploring creative uses of their spaces.

Voting Locations

Some funeral homes have opened their doors as polling stations, facilitating community participation in the democratic process.

Religious Services

In certain instances, funeral homes have hosted small congregations for Sunday services, especially when local churches are undergoing construction or renovations.

Benefits to the Community

Utilizing funeral home spaces for various events offers several advantages.

Community Connection

These venues become gathering places, fostering a sense of community and support.

PICTURE: Lobby area at Hodges Funeral Homes in Naples, Florida

Resource Accessibility

Providing educational and support services in familiar settings makes resources more accessible to those in need.

Cultural Shift

Opening funeral homes to diverse events helps normalize conversations around death and grief, reducing stigma and promoting healing. Speaker events and seminars for estate planning are just two possible themed evenings to help inform the public on funeral topics.

IN CONCLUSION

By embracing various roles as a venue, funeral homes not only serve their primary purpose but also become integral parts of the communities they serve, offering spaces for connection, support, and healing. FBS

Erin Connolly started her communications career teaching anchors and reporters how to present the news. Her clients vary range from Good Morning America anchors to attorneys looking to improve their courtroom performance. She found her niche working for Mortuary Lift Company writing articles and press releases. Erin received her B.A. from the University of Iowa and her M.A. from the S.I. Newhouse School of Communications at Syracuse University.

PICTURE: Reception room at Hodges Funeral Home in Naples, Florida.

GET READY TO BE AMAZED

"

We’re raising the bar this year with cutting-edge topics, a dynamic schedule and a reimagined exhibit hall. The 2025 ICCFA Experience is where the future of deathcare begins."

ANN MARIE ST. GEORGE ICCFA EXPERIENCE CO-CHAIR

The 2025 ICCFA Experience is setting a whole new standard. We're flipping the script and you don't want to miss it."

SHANE PUDENZ ICCFA EXPERIENCE CO-CHAIR

Visit iccfa.com/annual for more information.

THREE STAGES, ONE EXPERIENCE

MANDALAY BAY RESORT & CASINO | LAS VEGAS , NV APRIL 30 - MAY 3, 2025 | ICCFA.COM/ANNUAL

Join us for The ICCFA Experience at the Mandalay Bay Resort & Casino in Las Vegas, from April 30 to May 3, 2025! This immersive event transforms the traditional convention with interactive sessions and multi-stage learning in the Expo Hall. Connect with peers and vendors to share ideas, tackle challenges, and shape the future of deathcare.

New and improved event schedule:

Wednesday, April 30:

• Committee Meetings

• Educational Sessions

• President’s Welcome Reception, Banquet & Awards

Thursday, May 1:

• Expo Hall Hours: 9:00 AM – 6:00 PM

• Keynote Speaker Clint Pulver

• Meeting of Members

• Educational Sessions

Friday, May 2:

• Expo Hall Hours: 9:00 AM – 4:00 PM

• Educational Sessions

• Irwin Shipper State Association Legal and Legislative Reception

FUNERAL INDUSTRY SUCCESS STORY

Lee Longino Senior Managing Director for SCI Major East Business Unit

Tell me how you became involved in the funeral profession?

I grew up in the funeral business where my first home was above Marshall FH in Aransas Pass, TX. My father bought a funeral home in Ferris, TX in 1975. I went to mortuary school at Dallas Institute at 17 as a second-generation funeral director. I have been professionally in funeral service for 38 years. At 17, I went to work for Stewart Enterprises for 8 years and following grad school, I joined SCI and just celebrated 30-years

Please share about your funeral homes. I am responsible for 173 funeral homes and 88 cemeteries across the East Coast of the US for SCI. Many of our firms joined our company through acquisition, but a good number we have built new. Our locations focus on hospitality first. Our associates get incredible marks for the hospitable service they provide and the unique ways they provide it. Because of our teams, it sets us apart in our communities.

What makes your funeral homes unique?

There are a variety of ways our locations are unique, from elegantly appointed to unique spaces like wine rooms, bourbon room, and a 1920 speakeasy. We offer a range of services, from fully themed celebrations events, full bar and catering services and many other options that a family can choose from. It is our goal that each individual celebration is as unique as the life they lived.

What does excellent customer service mean to you? It means meeting the customer where they are and providing the options to them that meets the needs of each individual family. More and more families have moved away from the traditional services, and we want to offer a level of service that includes those that still prefer a traditional ceremony but also offering unique and customized contemporary celebrations. We create an environment that is very personal. We don’t engage families during the arrangements with statistical questions but rather engage them where they have an opportunity to tell us about the person they love and just lost. We then capture that information and make it come to life through our associates for the celebrations.

What do you feel has been the biggest factor in your success? It’s our associates! Our teams have fully adopted the change Funeral Service has desperately needed. All aspects of unique celebrations, allow our teams to use their innovation and creativity to provide that unique experience to very family

we serve. Coupled with this, is working for an organization that is willing to invest in our associates and our facilities. We have been on a journey, to brighten our facilities where they don’t look or feel like a funeral home. We have even added some unique spaces in our facilities that support the history of our communities and passions of our customers. Many of my locations are more contemporary, without rows of chairs or pews. They are set up with round tables in our venues to support the sharing of stories, memories and engagement of all the guests in attendance. The atmosphere is more upbeat and celebratory. Families that have not been in our facilities or engaged with our teams are surprised that it is not at all what they expected or seen in the past.

Do you have any advice for other funeral homes?

Change! Get out of the mentality “my families don’t want that”, engage the cremation customer, offer items like catering and bar service to enhance the experience and invest in facilities. The cremation customer is our future. These customers don’t lose someone they love and not celebrate their existence. They are doing something somewhere, but mostly not in the funeral home, but they will. This customer is our biggest opportunity and biggest threat. We also need to encourage this customer to understand the need for permanent placement in a cemetery. Everyone should have a place that says I existed.

How are your teams involved in your community?

Our teams are involved in many different ways including many of the ways of the past, but also new ways, with car shows, plays and performances in our facilities, parades, food, toy, clothing drives, etc. Many of our team members volunteer for things they have a personal interest in and passions for. The list would be too long to share all our involvement.

What excites you for the future?

There are many opportunities in our profession that can serve us well into the future. If we embrace them, the sky is the limit for us. The young professionals that are coming into our profession

is a real bright spot for us and can be for the profession if we allow them to use their creativity and inspirations to support our families and teams. My goal is to make sure that they have the opportunities in this profession that I have been privileged to have. I truly believe the future is bright, but change is needed in many funeral homes, and they need to educate themselves, talk to colleagues who are changing and attend conferences where the content is more progressive. Staying stationary is not an option for our future.

Anything else you would like to include or say to our readers? I would just say to your readers, if not now, when and if not you who? Who is going to preserve our great profession? There are many thoughts and ideas, which are great, but the negative impact comes from doing nothing. Nothing will continue to lower expectations of our profession and the great work that many have done for many years to put us in a place of prominence. Let’s keep our place in society as the go-to for honoring and celebrating individuals and the unique person they were and the incomparable life they lived. FBS

Ohio Safety Grant: A Critical Lifeline for Funeral Homes

The funeral industry plays a vital role in society, providing essential services to families during their most difficult times. Yet is often overlooked when it comes to workplace safety initiatives and financial support. Funeral home workers face numerous occupational hazards, including heavy lifting, repetitive strain injuries, exposure to hazardous chemicals, and psychological stress.

Unfortunately, legislation frequently imposes regulatory burdens on funeral businesses without offering the same level of financial assistance available to other industries.

The state of Ohio, however, has taken a progressive approach by recognizing that workplace safety is a costsaving investment rather than an expense. Through its Safety Intervention Grant Program (SIG), the Ohio Bureau of Workers’ Compensation (BWC) provides funeral homes with financial assistance to purchase safety-related equipment. The state covers 75% of the cost, helping funeral businesses invest in tools that prevent injuries and reduce long-term healthcare costs.

The BWC offers financial assistance to Ohio employers to purchase equipment or make improvements that reduce the risk of workplace injuries and illnesses. This includes the funeral industry, where employees frequently lift heavy objects and face ergonomic challenges.

As more women enter the funeral profession and take on the physically demanding tasks once dominated by men, the need for proper safety equipment has become even more critical.

Despite this, many states still lack similar grant programs, leaving funeral workers at risk. By examining the challenges faced by funeral professionals and Ohio’s proactive solution, it becomes clear that other states should implement comparable safety grant initiatives to protect workers and reduce financial strain on businesses.

Legislation Often Works Against the Funeral Industry

The funeral industry is heavily regulated, with federal and state laws governing everything from embalming procedures to workplace safety. While regulations are necessary to ensure ethical and sanitary practices, they often create significant financial burdens for funeral homes, which are typically small, family-owned businesses with limited resources.

One of the biggest challenges is that funeral homes must comply with Occupational Safety and Health Administration (OSHA) regulations, which include:

• Bloodborne Pathogen Standards – requiring strict protocols when handling bodies to prevent exposure to infectious diseases.

• Formaldehyde Exposure Limits – ensuring workers are not overexposed to dangerous chemicals used in embalming.

• Heavy Lifting Safety – requiring funeral workers to follow ergonomically safe lifting practices, though enforcement is minimal and not really possible considering the dangers of lifting a body.lThe process of lowering a body into a casket requires the technician to bend at the waist, compromising their lower back in order to lower the remains into the casket.

Despite these regulatory requirements, funeral homes receive little financial assistance to meet safety standards. Unlike industries such as construction or manufacturing, which often have access to safety grants and workforce protection initiatives, funeral homes are left to bear the full cost of compliance.

Ohio’s grant program stands out as an exception, recognizing that helping businesses afford safety equipment reduces workplace injuries, thereby saving money on workers’ compensation claims and lost productivity. This model should be replicated in other states to alleviate the financial strain on funeral homes while improving worker safety.

Ohio’s Forward-Thinking Approach to Workplace Safety

Ohio’s Safety Intervention Grant Program is designed to help small and medium-sized businesses invest in safety improvements. Funeral homes qualify for the program because of the industry’s high injury rates, particularly due to manual lifting and repetitive motion injuries.

The grant covers 75% of the cost of approved safety equipment, with a cap on funding depending on the size of the business and the nature of the equipment needed. The process for acquiring the grant in Ohio is user-friendly and stream-lined. The BWC will even send a safety field consultant to your funeral home to go over the specifics and help ensure the necessary components are in order. They also grant access to an ergonomist, or industrial hygienist. The goal is to make the process for getting new equipment an open dialogue without bureaucratic holdups.This grant is not retroactive, meaning it will not apply to equipment purchased at a prior date before applying for the grant. One of the

primary requirements is that the grant money cover equipment that will directly reduce workplace risk factors. This is the fundamental purpose of the Ultimate Lift 1000™, The Tug-Along™, and The Stepper™, exclusively patented and manufactured by Mortuary Lift Company, located in Cedar Rapids, Iowa which has enabled many of their clients to take advantage of this financial windfall. Mortuary Lift Company has repeated the process with so many clients that they have even developed a “cheat sheet” to aid their clients in completing the paperwork.

Safety is a huge priority in every workplace. Arguably even more important in the funeral home environment because of the physical nature of dealing with body moving. The Ultimate Lift 1000 is a game-changer as there is no lifting necessary for the operator of the device. The number one injury in the funeral industry is backrelated trauma. Also it's more important now because fewer and fewer people are required to do more and more lifting because profit margins are shrinking due to cremation.

The Mortuary Lift Company philosophy has always been, “work smarter, not harder,” says Katie Hill, President of Mortuary Lift Company, “We get a birds-eye view of how our Lifts change the workplace dynamic and employee satisfaction. But we don’t often see a scenario where the state is willing to majorly offset the expense of getting a Lift or a Stepper. This is a big victory for the funeral home owner who is getting the recognition and support they deserve for the frontline work they do.”

The Stepper is an electrical stair climbing dolly, electrically climbs and descends stairs. Its unidirectional wheels make it extremely maneuverable, and when needed, it converts to a stretcher. It is the perfect complement to The Ultimate 1000 Lift for body removal. Employees are often in a scenario where they need to lift heavy remains up and down stairs. The Stepper bears the weight, relieving the strain against the employees’ body and, in particular, the back.

PICTURE: Preparation Room at Boyd-Born Funeral Home in Marion, Ohio. Designed by Duncan Stuart Todd, Ltd.

COVER STORY

“Funeral homes all over the world pay full price for this equipment everyday. It is really inspiring to see the state of Ohio step up and pay seventy-five percent of the cost. It just makes so much sense for the BWC to invest in the health and safety of Ohio’s workforce,” states Hill.

More recently, Mortuary Lift Company developed a lightweight device (weighing in at less than 20 pounds) to help you effortlessly load a body into your vehicle. Many qualities make The Tug-Along stand out:

• Light, portable and universal

• Patent-pending universal seat belt adapter design

• Wireless remote control

• Pulls up to 1000 pounds

The TugAlong is another solution for saving your back and saving time that complements the work done by The Ultimate Lift 1000 and The Stepper.

Some other examples of safety-related equipment that funeral homes can purchase through the grant include:

• Hydraulic Embalming Tables – Allowing workers to adjust table height to minimize awkward postures.

• Electric Transport Carts – Assisting with the movement of caskets and bodies, reducing the risk of back injuries.

• Personal Protective Equipment (PPE) – Providing better respiratory protection against chemicals like formaldehyde.

Ohio’s approach makes economic sense: preventing injuries is far cheaper than treating them. The cost of a single back injury can range from $40,000 to $80,000 in medical expenses, lost wages, and workers’ compensation claims. By investing in preventative measures, the state reduces overall healthcare costs and helps businesses stay profitable.

The High Rate of Injuries in the Funeral

Industry

Despite the perception that funeral work is not physically demanding, industry statistics show that injury rates are alarmingly high. Funeral home employees regularly engage in:

• Lifting and moving deceased individuals

• Transporting caskets and equipment

• Repetitive embalming and preparation tasks

• Standing for long periods

According to the Bureau of Labor Statistics (BLS), funeral industry workers suffer musculoskeletal injuries at a rate similar to healthcare and warehouse workers. Back injuries, herniated discs, and shoulder strains are among the most common ailments, often leading to long-term disability if not addressed.

The situation is exacerbated by the increasing number of women in the industry. In the past, funeral directors were overwhelmingly male, but today, more than 60% of mortuary school graduates are women. This shift means that a workforce historically reliant on sheer physical strength must now adapt by using better ergonomic tools. Providing proper lifting equipment is not just a convenience—it’s a necessity for worker safety.

Why More States Should Follow Ohio’s Lead

Ohio’s safety grant program should serve as a model for other states. The financial burden of workplace injuries is enormous— not only for businesses but also for state workers’ compensation programs and healthcare systems. By investing in preventative safety measures, states can:

• Reduce injury rates – Less physical strain means fewer injuries, leading to lower medical costs.

• Cut workers’ compensation claims – Fewer injuries translate to fewer claims and lower insurance premiums for businesses.

• Improve workforce retention – Employees are more likely to stay in jobs where their safety is prioritized.

• Boost productivity – Workers perform better when they are not dealing with chronic pain or injuries.

While some states have limited safety grants for industries like construction and agriculture,funeral homes are often excluded from these programs despite their high injury rates. Given the essential nature of funeral services, ensuring the safety of funeral professionals should be a priority.

Other states should implement similar grant programs to provide funeral homes with access to funding for mortuary lifts, hydraulic tables, ergonomic transport equipment, and PPE. Doing so would protect workers, reduce long-term healthcare costs, and create a safer work environment for those who serve grieving families.

Funeral homes in other states can effectively advocate for a safety intervention grant using the following steps:

• Research Similar Programs

Look for existing safety intervention grant programs in other states or industries and use them as a model for what could be implemented locally.

• Collaborate with Industry Associations

Work with national or state funeral director associations to lobby for the creation of a safety intervention grant specific to the funeral industry.

• Highlight the Benefits

Emphasize how improved workplace safety can lead to cost savings,

better employee retention, and a positive impact on the community.

• Engage with Government Officials

Meet with state legislators and government officials to discuss the importance of workplace safety in the funeral industry and the potential benefits of a safety intervention grant.

• Share Success Stories

Share success stories from Ohio and other states where safety intervention grants have made a difference, demonstrating the program's effectiveness.

Conclusion

Funeral homes play a crucial role in society, yet they often operate under financial strain and regulatory pressure without receiving the same workplace safety support available to other industries. The physically demanding nature of funeral work leads to high injury rates, particularly as more women enter the field and take on heavy lifting responsibilities.

Ohio’s Safety Intervention Grant Program is a forward-thinking approach that recognizes the economic and human benefits of workplace safety. By covering 75% of the cost of safety-related equipment, Ohio helps funeral homes invest in tools that prevent injuries, reduce workers’ compensation claims, and improve overall workplace conditions.

More states need to follow Ohio’s lead and establish similar safety grant programs. Investing in worker safety is not just a moral obligation—it’s a smart financial decision that benefits employees, businesses, and state economies alike. Funeral

professionals dedicate their lives to serving others; it’s time for more states to step up and support them with the safety resources they need.

The funeral industry has yet to truly take advantage of this program. Mortuary Lift Company has experience and expertise with this program and would be a great resource while making inquiries.

For more information please call us at: 1-800-628-8809 www.mortuarylift.com

Mortuary Lift Company has been providing high-quality, dependable body lifts to funeral homes and mortuaries worldwide for 50 years. Please ask us about our new adventure in cooling and refrigeration!

Wasteful Spending

BY RAYMOND L. BALD, CPA, CFE & RONALD H. COOPER, CPA

When you hear someone mention or talk about wasteful spending, is government the first thing that pops into your mind? If the answer is yes, then you are not alone and in addition you probably have your own heartfelt opinions on the matter. But have you ever thought about wasteful spending as it relates to your funeral home spending and financial management style? If the answer is yes and you have not addressed it, then it is time to act. If the answer is no, then maybe you have not given it enough thought, or you are in denial.

First it is important to define wasteful spending. According to AI Overview, “wasteful spending is spending money without a sufficient return, or spending money in a careless or extravagant way”. Wasteful spending can be the root cause of financial difficulties that affect both a funeral home’s balance sheet and profit and

loss statement. Wasteful spending can also destroy an owner’s personal financial health.

Regardless of the number of families a funeral home serves annually, delving into the financial details to identify wasteful spending is always a good idea and should be done on a regular and routine basis. Reviewing financial details, like cash balances, accounts receivables, accounts payable and debt payments should be a daily chore. That does not mean that the owner must be the one performing the accounting duties, but it does mean that the owner or manager should be reviewing and analyzing the information generated from QuickBooks and other accounting and financial programs. The end goal is to understand what is needed and what can be eliminated to maximize cash inflows and reduce cash outflows, while at the same time not reducing the quality

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of services provided to families or letting the facilities deteriorate. To identify wasteful spending and reduce financial stress, a solid plan is needed. Meeting or talking to your tax professional once or twice a year is not an effective plan. The goal is to gain control of spending and identify what spending is wasteful.

Today’s funeral homes are operating in an environment that has seen significant increases in operating costs. Inflation has cooled down over the past couple of years, but it is still close to 3%. In addition to higher operating costs, a funeral home’s financial health can suffer from out-of-control debt, increased competitive pricing, and a shortage of both qualified funeral home directors and supporting staff. A shortage of personnel results in increased labor costs.

It is important to dig into the details to identify wasteful spending. It is also important to be cognizant of what motivates you to spend money. Different attitudes towards spending money will greatly affect the financial health of a funeral home. This should be a time for financial self-awareness. It is a time to be honest with yourself, so that positive financial changes can be accomplished. Are you familiar with the term spendthrift? According to the Merrian-Webster dictionary, “spendthrift is an adjective that means spending money freely or foolishly: wasteful with money”. A spendthrift’s balance sheet can easily be identified with its low or negative cash and checking balances, large accounts payable balance, excessive debt and negative owner’s equity.

To identify wasteful spending, start by going into QuickBooks and clicking on your Profit and Loss Statement. The Profit and Loss Statement will show Revenues, Cost of Goods Sold and Expenses for a particular time period, like annually, quarterly or monthly. Displaying the Profit and Loss Statement for the year ended December 31, 2024, is a good place to start. It should go without mentioning that QuickBooks should always be up to date. Today’s technology makes it easy for all funeral homes to have complete and current accounting records. A typical funeral home’s Profit and Loss Statement will show operating expenses categorized under the following types of expenses: Automotive; Facilities; General and Administrative; Wages and Benefits; and Other Expenses and Income. That breakdown makes it possible to better evaluate expenses and it follows standards established in the funeral home profession. Detecting wasteful spending requires looking into the details that make up expense categories. It is also helpful to look at the Profit and Loss Statement and compare the expenses and cost of goods sold to prior periods to identify large fluctuations in amounts.

Established financial guidelines in the funeral profession can be used to compare your expenses with what is considered normal. But it is important to use the guidelines only as a tool or reference. Use them mainly to highlight troubled areas. For example, a funeral home with net funeral revenues of $1,000,000.00, net of cash advance revenue, should have total Wages and

Benefits expenses close to $300,000, or 30% of net revenues. If your total Wages and Benefit expenses are substantially higher, it’s time to delve into the details that make up that total expense. For most funeral homes, the cost of personnel wages and related expenses, like payroll taxes, health insurance and retirement plans are the largest expense on the Profit and Loss Statement. Digging into the details can be both an enlightening and a frustrating experience. The overall financial goal is to generate a net cash flow of around 25% of net funeral revenue. Note that net cash flow is not the same as net income.

Wasteful spending can often be found when purchasing major assets, like a hearse or a removal van. Purchasing a new or used hearse does generate tax savings but it can also result in a Balance Sheet with too much debt. Too much debt kills cash flow and disrupts any attempt to maintain a solid financial footing. All funeral home vehicles are assets that lose value and are a bad financial investment and should be kept to a bare minimum. Just because your competitors or colleagues ride around in a new vehicle does not mean that you need one. Families are not selecting your funeral home because your hearse or lead car are newer than the ones your competitor owns. A new 2025 Chevrolet Suburban High Country has a list price of over $87,000. The next time you attend a state convention and see a parking lot full of black Suburbans and Tahoes, ask the owners if they are paid for. Maintaining a reliable and presentable fleet is important to operations and image. But is it necessary for owners or managers to purchase vehicles that require large monthly debt or lease payments? That is a perfect example of wasteful spending and should be eliminated. There’s a reason automobile dealers focus on only the monthly payments. It is a great way to get a customer to purchase a vehicle that they cannot afford, and it hides hidden costs.

Wasteful spending occurs in all funeral homes to some degree, but an honestly critical review of your spending on a regular basis will serve to minimize the amount of waste. A properly designed, up-to-date funeral home accounting system will enable you to make smart financial decisions. FBS

This article is meant to provide general information and should not be construed as legal or tax advice or opinion and is not a substitute advice of counsel, CPAs or other professionals.

Raymond L. Bald, CPA, CFE is a funeral home tax accountant and consultant with Cummings, Lamont & McNamee, PLLC. He can be reached by phone at 603772-3460, or you may email him at rbald@clmcpa.com

Ronald H. Cooper, CPA is a funeral home accountant and consultant with Ronald Cooper, CPA, PLLC. He can be reached by phone at 603-671-8007, or you may email him at ron@funeralhomeaccounting.com.

Safety Shower, Eyewash, and BackFlow Prevention in the Preparation RoomTips for Compliance

BY JOEL SOELBERG, DST

T

he preparation room, being an area that contains hazardous materials, is subject to the Occupational Safety and Health Act of 1970 (OSHA). OSHA was enacted to ensure that workers are provided with safe and healthful working conditions.

When it comes to OSHA in the prep room, there is a lot of talk about ventilation equipment. Did you know that there are four must-have safety devices related to your water supply, that are part of OSHA compliance?

1.Emergency Shower

2.Emergency Eyewashes

3.Emergency Mixing Valves

4.Backflow Prevention Devices

OSHA has several regulations that refer to the use of emergency equipment. The primary regulation is contained in 29 CFR 1910.151(c) and states that "where the eyes or body of any person may be exposed to injurious corrosive materials, suitable facilities for quick drenching or flushing of the eyes and body shall be provided within the work area for immediate emergency use.

The OSHA regulation regarding emergency equipment does not set specifications for emergency eyewash and shower equipment so the American National Standards

Institute (ANSI) developed Standard Z358.1 in order to provide additional guidance to employers,

The Key Specs of ANSI Z358.1-2014 are:

1.Emergency Showers

Located within 10 seconds of hazard, in accessible, well lit and well marked location. Must provide at least 20 gallons of “Tepid” temperature water, for 15 minutes straight, with a water column 20 Inches wide at 60 inches off finished floor, coming from the shower head that is 82-96 Inches off the finished floor.

2.Eyewash/Facewash Stations

Located within 10 seconds of hazard, in accessible, well lit and well marked location. Must provide at least 3 gallons of “Tepid” temperature water, for 15 minutes straight, with the washing flow pattern 33-53 inches off the finished floor. (An Eyewash only fixture must deliver .4 gals/minute)

3.Emergency Mixing Valves

Supply 20+ gals/min to shower and 3 gals/min to eyewash, while mixing hot and cold water to required “Tepid” temperature range. Tepid water is typically defined as 60-100 degrees F. ANSI Z358.1-2014 specifies that Combination shower/ eyewash stations must have the required flow and tepid temperature, while being used simultaneously. Therefore, emergency mixing valves should have at least 23 gallon/ minute capacity.

Employers should familiarize themselves with ANSI Z358.1 and use it as a guide when providing emergency eyewash and shower equipment to ensure annual testing is done appropriately.

4.Reduced Pressure Zone Backflow preventers

While not part of the ANSI Z358.1 standard, OSHA does require that no cross-connection be allowed in a facility unless it is properly protected with an approved backflow preventer. A cross-connection is any connection between a potable water system and a non-potable water system,

where there's a potential for contamination to enter the drinking water supply. This requirement is specified in OSHA Standard 29 CFR 1910.141(b)(2)(ii).

Backflow, (the reverse flow of water) can occur due to pressure differences, potentially introducing contaminants between water connections. An example is back siphonage that happens when there is a drop in pressure in the distribution system, such as when firefighters use a hydrant near the funeral home. The reversal in water pressure (or siphonage) can cause contaminated non-potable water to go back into the potable water lines, IF there is no backflow preventer present.

As a care-center design and equipment supplier, Duncan Stuart Todd (DST) finds there is still a fair amount of confusion in the industry about backflow preventers.

Many funeral home owners is they think they already have one and so they are safe and compliant. Fact is, that almost every facility already has a backflow preventer on the main cold water line going into the funeral home. This commonly existing backflow prevention device is protecting the funeral home water line from reversing back into the city water line. It is NOT however, protecting the facility’s internal water supply from being potentially contaminated with toxins found in the preparation room’s water supply. For example, water in a kitchen, bath, or shower within the facility may be contaminated by the non-potable water in the prep room during a backflow event.

The solution is to have reduced pressure zone backflow preventers installed on the preparation room hot and cold water supply lines for the foot-end equipment such as morgue table waste receptor drains, and water control units. The result is each compliant facility has three or more backflow preventers.

Backflow devices come in a range of sizes and configurations, and we recommend they be complete with air gaps and strainers which protect the internal components from getting debris in them. Also remember to have them installed in an accessible location to facilitate testing and servicing.

Backflow preventers should be inspected periodically, with testing done at least once a year, to assure proper operation.

Conclusion

When it comes to OSHA in the prep room, use this article, and the above identified standards, to identify if you are fully compliant in the four safety equipment categories. FBS

Joel Soelberg is the Managing Director of Duncan Stuart Todd Ltd, a design and mortuary equipment firm that specializes in OSHA compliant Care Center renovations and new construction since 1991. He can be reached by email at info@duncanstuarttodd.com or call him at 720-583-1886.

Providing Guest Comfort in the Funeral Home

BY JIM A. LUFF

Focusing on the small details of the funeral home environment can create a warm, inviting and welcoming place for families and guests attending a service or making service arrangements for loved ones.

Why it Matters

Death is one of those life experiences that evoke emotional feelings that cause people to feel “off” for a bit. The task of making arrangements for a loved one while simultaneously grieving can overwhelm many people. Helping people feel relaxed and comfortable can help lead to more clarity in the decisions that need to be made. Guests attending

services will also appreciate a warm, inviting space with easy access to tissues. Here are some ideas to create a warm atmosphere.

Create the Feel on Arrival

What a guest sees upon their first arrival begins to set a tone. With that in mind, when you arrive at work each day, take a good look around at the exterior appearance of your funeral home. Manicured lawns, clean parking lots, and well-kept buildings are a good start to creating a welcoming, peaceful environment. If you have multiple services occurring at the same

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time, make sure to have professional signage that clearly leads guests to the correct location for the service they are attending. Remember to place trash cans in convenient places throughout the premises, including the parking lot and other exterior locations as a convenience to your guests.

Create the Feel upon Entrance

Our sense of smell can create feelings. A cleansmelling restroom creates the feeling of being in a clean restroom. The use of a fresh and clean scent of aromatherapy in the funeral home can help guests feel calm. As an alternative, candles can deliver aroma while also delivering a sense of peace. Another option is to use diffusers as they offer more control over a scent’s intensity and duration and can easily be moved from area to area as needed. Create the proper ambiance through soft lighting. All places that are accessible by the public should exude a calm feeling rather than being gloomy. In appropriate places, consider using natural sunlight, as sunshine is a proven mood lifter. Use soft white light bulbs or dimmable LED lighting options to create calm and peaceful places.

Create the Feel with Sound

For many people, visiting a funeral home conjures up fear and intimidation.

Small details create a warm, inviting and welcoming place.

comfortable and create a living room feel without being too formal. Armchairs always provide comfortable seating. Avoid uncomfortable desk side chairs that offer little padding. Add some personal touches like a throw blanket or decorative throw pillows that create that comfortable feeling of being in someone’s living room. While stacking type chairs are fine for overflow guests attending a service, they are not okay for families making funeral arrangements for their loved one. Maintain your furniture and fabrics and quickly clean up any spills or visible dirt. Your furniture will last longer with care. This includes having them professionally cleaned on a regular basis. The right piece of artwork can also provide a calming feeling. As an example, landscape paintings offer a great look and complement the sound of the room. Adding plants like succulents can provide oxygen and they are easy to maintain as they require very little water. You can brighten up any room with vibrant, colorful plants.

Create the Feel for Children

A calming atmosphere can be achieved with music set at an appropriate volume. Playing soft instrumental music, classical music and the sounds of nature, such as crashing waves, can help achieve tranquility. You might also consider the placement of small tabletop water fountains that provide beauty, peace and the sound of cascading water.

Create the Feel with Hospitality

Providing complimentary coffee, tea and water in the Arrangement Room adds a nice touch for families and is sure to be appreciated. If you have enough storage space and budget, you might consider keeping popular soft drinks on hand as well. Consider purchasing some inexpensive small throw blankets that can be given to a guest who is cold. These blankets can be found at Target or Walmart for under $20. Consider the small gift of a blanket as the ultimate marketing tool. The recipient will never forget where the blanket came from and that keeps your funeral home at top-ofmind awareness for future needs.

Create the Feel with Furnishings

Furniture such as sofas and chairs should be

Providing a special play area with activities for children is always appreciated when families have no childcare options while arranging or attending a funeral. If parents know their child is in a safe play area and occupied with things to do, they can relax a little more and be more engaged in the arrangement process. Equip the room or area with toys, books, and appropriately sized tables and chairs. The items of this room, including toys, chairs, tables and books, must be cleaned daily to prevent the transmission of germs and be safe for children to use while visiting your funeral home.

Create a warm and inviting atmosphere in your funeral home to support grieving families and guests. Maintain a clean and welcoming exterior. Use soothing scents and lighting inside, incorporating calming music and sounds. Offer hospitality with complimentary beverages and blankets and provide comfortable and home-like furnishings that include a safe play area for children. These small details help create a peaceful environment that eases the emotional burden and facilitates clearer decision-making during a difficult time. These steps will go a long way toward building loyalty with the families you serve and endearing them for future services when needed. FBS

Jim A. Luff is an expert in Merchant Services for the deathcare industry. Jim serves as the liaison between NFDA and Aurora Payments. He can be reached by email: jim.luff@ risewithaurora.com or by phone at 661-706-7955.

Do You Know What the Heck You Are Doing?

BY DANNY JEFFERSON

The definition of “Transaction” is an instance of buying or selling something; a business deal; in an ordinary commercial transaction a delivery date is essential. The process is unmistakenly commercial in its tone. At the time I began my career (early 1970’s) that tone was appropriate. The family knew they had to buy a casket, had to buy a vault, and a grave needed to be opened. The only thing the funeral directors were doing was getting the information for the all-important obituary that had a deadline, usually early in the evening. I hate to say it, but they would also “sell” a family a casket/vault. The showrooms were arranged to sell, the training from the casket and vault manufacturers was to sell, and most of the seminars that we would attend were on “moving merchandise”. Thus, many Funeral Directors believed in making the sale, get a limited amount of information, and moving on to the next family.

Today’s families do not bear much resemblance to those I served 50 odd years ago. Today’s families want a lot more. No, they don’t know what that is; but I now know that if approached with sincerity, authenticity and curiosity they will respond with gratitude and loyalty...and, yes, they will buy more services. Succinctly, families today want the experience to be transformative. Said another way, they don’t want themselves or their guests to leave the experience the way they came in.

I need to pause here and acknowledge that I can hear what you are saying to yourself right now: “What is this guy talking about? He doesn’t know the families I serve today!” But I will tell you that the reason you are saying that is because

you still approach families transactionally. You are trying to fulfill a task rather than creating a relationship and helping people solve a problem.

The transformational approach is different. In fact, I no longer call it an arrangement; it’s an interview. I don’t have an arrangement office, I have an interview office.

When I begin working with a family, I don’t begin with gathering information. I begin with relationship building. Dale Carnegie (the famous relationship builder) taught me that building a relationship always begins with someone taking an interest in someone else. That is always expressed by asking questions. My questions always have a purpose, sometimes several purposes. I honestly want to get to know who I am talking with and about the deceased. I want a picture of what that person was like in every possible respect. I challenge myself to say nothing that ends in a period during the first 10 minutes of our conversation. As I build that picture, I am thinking of affordable ways to honor that person that might be meaningful to their family AND friends. It doesn’t have to be special, it just has to be personal.

If I have done my job, by the time the first phase of the interview is over we are friends. They trust me because I am genuinely interested. This allows me to ignore any initial resistance and make reasonable recommendations. Almost always they like my recommendations and that causes them to like me and appreciate what I am contributing.

One more thing. I never, ever brag on myself or my firm. No one is interested in how many families I serve or how many years I have been in business. The single greatest mistake I see funeral directors make is talking too much about themselves. If you are a Dale Carnegie student, you know that the best way to engage someone you don’t know and make friends is to talk about them.

The results: I now train other funeral directors to learn what I have done. So what do they tell me after applying the training at home? In their own words:

•In the last 6 weeks we have served 6 phone shoppers I know we wouldn’t have before.

•Last year was our best year ever.

•My business volume has grown.

•My average sale and gross revenue are much improved.

•Families appreciate us more.

•I feel like I am really helping people.

•One of our clients recently told us all his competition was down for the year, and they were the only funeral home that was up from last year.

A Harvard Business School study concluded that people who simply ask questions and continue with follow-up questions were perceived as being “higher in responsiveness”. This means they were better listeners, understood the topic, and cared more about validating the answers. Asking questions can also help stimulate discussion and encourage others to think more deeply about a particular topic. When we ask questions, we challenge others to think critically and examine their own assumptions. Dale Carnegie writes in his book, “How to Win Friends and Influence People”, the key to success lies in building relationships. We build relationships by getting to know the other party, just like the first time you and your significant other met. You asked questions, he/she asked questions, and both of you agreed on something.

Ask questions, develop relationships with the family, and gain trust by active listening. What I have found in the last few years is that most funeral directors can make the transition from transactional to transformational fairly easily once the know what they need to do. FBS

Danny Jefferson is one of the original American Funeral Director Magazine’s “Funeral Director of the Year”. A certified Funeral Director and Embalmer, he is widely recognized as one of the profession’s leading practitioners and is a founding member of the Two Guys and A Question podcast with Alan Creedy. Among his accomplishments is rebuilding a defunct funeral home from 60 calls to more than 300 calls in less than ten years.

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The Vital Role of Funeral Directors in Guiding Families Through Social Security after a Loss

BY NIKKI ANNE SCHMUTZ

For nearly a century, Social Security has served as a financial lifeline for American families. Established in response to the Great Depression, it was designed to provide stability in times of uncertainty. Yet, many Americans worry about whether Social Security will be there when they need it. The uncertainty surrounding Social Security’s future has been a concern since the program was first introduced, and for many families, that worry has only grown. In times of loss, misinformation or misunderstanding about Social Security can add unnecessary stress to an already difficult situation. Now more than ever, families need clear, accurate information to navigate the process confidently. This is why funeral directors should be prepared to educate the families they serve—but to do so, they must first understand the system themselves.

The Difference Between Death Notification and Applying for Benefits

One of the most common misunderstandings is the difference between notifying Social Security of a death and applying for survivor benefits. Since the implementation of the Electronic Death Registration System (EDRS), Social Security is electronically notified through state-level EDRS systems. Families assume this notification automatically triggers any benefits they are entitled to—but it does not.

The notification of death simply updates Social Security’s records and stops payments. The notification does not start or transfer any benefits to surviving family members. Legally a payment issued after the date of passing must be pulled back by Social Security and the eligible family members can apply for the final payment to be reissued in the name of a living person or persons. This is done by filling out the SSA-1724 form Claim For Amounts Due In The Case Of Deceased Beneficiary.

To complicate the matters, sometimes the Social Security number does not verify in the EDRS. When this happens, the notification does not happen and the funeral home must send in the SSA-721 Statement of Death by a Funeral Director.

When Do Survivor Benefits Roll Over Automatically?

In most cases, Social Security survivor benefits do not begin automatically and require an application appointment. However, an exception occurs when a surviving spouse was already receiving benefits based on their deceased spouse’s record prior to their passing. This typically happens when the surviving spouse does not have sufficient work history to qualify for their own Social Security retirement benefits and was instead receiving spousal benefits upon reaching retirement age. Because their benefits were already linked

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to their spouse’s record, the transition to survivor benefits may happen without additional action.

If a surviving spouse or family member is not already receiving benefits based on the deceased’s record, they must schedule an appointment with the Social Security Administration (SSA) to apply for survivor benefits.

What Social Security Benefits Are Available to Surviving Family Members?

Some surviving family members may be eligible for various Social Security benefits, depending on their relationship to the deceased, their financial situation, if they are disabled, or if there are dependent children. Funeral directors should be familiar with these circumstances so they can guide families in the right direction:

1. The One-Time Death Benefit ($255 Lump Sum Payment)

•A one-time payment of $255 is available to a surviving spouse who was living with the deceased at the time of death.

•If no spouse exists, a dependent child or adult disabled child may qualify instead.

•This payment is not automatic—it must be applied for within two years of death and it is only paid out ONCE.

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•No other family members (parents, siblings, etc.) are eligible for this payment.

2. Monthly Survivor Benefits

Social Security offers monthly payments to certain surviving family members:

•Surviving Spouse

•At full retirement age (FRA), a widow or widower can receive 100% of the deceased spouse’s benefits.

•At age 60 (or 50 if disabled), they can receive a reduced benefit.

•If caring for a child under 16 or disabled, they may receive benefits at any age.

•Dependent Children

•Unmarried children under 18 (or 19 if still in high school) are eligible for benefits.

•If the child is disabled before age 22, they may receive lifelong benefits.

•Dependent Parents (uncommon but possible)

•If a parent over age 62 was financially dependent on the deceased child, they may qualify for benefits.

The Role of Funeral Directors in Social Security Education

Families turn to funeral directors not just for funeral arrangements, but also for guidance on what comes next. Helping them understand Social Security benefits can prevent financial hardship and reduce stress during an already difficult time.

To provide meaningful support, funeral directors should:

1.Understand the process – Know the difference between notification and benefit application.

2.Clarify common misconceptions – Families often assume benefits transfer automatically but they don’t.

3.Encourage timely action – Survivor benefits can be delayed or lost if not applied for in time.

4.Provide families with resources – Direct them to www. ssa.gov or help them schedule an appointment with SSA. Implementing an aftercare program to assist families with this process is a great way to engage and create lasting loyalty.

In Conclusion

As a funeral director, you have the unique opportunity to bridge that knowledge gap and provide families with the guidance they need. By understanding how Social Security works—especially the difference between notifying SSA of a death and actually applying for survivor benefits—you can help prevent confusion, reduce frustration, and empower families to take the right next steps.

Providing this support doesn’t just ease the burden on grieving families—it reinforces your role as a trusted resource during one of life’s most challenging transitions. Whether it’s answering simple questions or pointing families in the right direction, your knowledge can make a lasting difference when they need it most. FBS

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For over 100 years, National Guardian Life Insurance Company (NGL) has focused on one thing: Insurance. We are dedicated to offering the best options for partnerships so you can build lasting relationships.

Nikki Anne Schmutz, a Utah native, is a published author, poet, and industry writer, with numerous articles featured in funeral industry publications. Her background includes caretaking and working as a Registered Behavior Technician (RBT) for special needs individuals. After being widowed in 2016, she found a new calling and became an Estate Specialist at Full-Circle Aftercare in 2019. Her expertise and dedication led to her promotion from Account Manager to Director of Operations in 2024, where she continues to guide the industry and support funeral homes, hospice providers, and families navigating the complexities of non-legal estate settlements. She resides in Utah, a place she has called home for most of her life, and dreams of the days when she had time to sit and write poetry.

Getting Back on Track with Public Relations

BY JOE WEIGEL

Public relations: even in the new norm - the principles remain the same.

When I graduated from college with a degree in Journalism more than forty years ago, public relations looked quite different from what it does now. However, the goal of public relations has remained largely the same: utilize communications to influence public opinion. And the tools of the trade have also not changed, including the venerable news release or press release.

The reduction in print media has made it far tougher to gain coverage in this sought-after space. Newspapers now have fewer pages, less advertising, and fewer younger readers. But TV, including news broadcasts, is featuring more grassroots and local news in part because of the ease of accessing videos that are taken by everyday people.

Despite these changes, much still stays the same in public relations. First and foremost is the credibility a funeral home can gain by being featured in a local media outlet. Despite all the cries of “fake media”,

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people still believe what is reported in the news, especially at the local level. That’s why it’s beneficial to gain news coverage in your local media.

If you seek fresh, new, or greater media visibility for your funeral home, here’s what you need to know. Like marketing, successful media outreach — one aspect of PR — continues to rely on three key goals.

THREE KEY GOALS

Identify your objective. What message are you trying to communicate?

Specify your audience. Who do you want to reach with this communication?

Select your media targets. What media outlets do your audience read/watch/connect with?

Once those goals are established, create a strategic plan and timetable for the steps necessary to implement the campaign. Then you need a compelling pitch. The pitch is the 10-second, three-sentence, or quick paragraph that communicators use to interest a journalist in running the release or doing a potential story.

marketing efforts, news releases offer a viable benefit. They can deliver content in various formats, from simple text content to engaging multimedia content such as videos and infographics that make the messaging more appealing and easily digestible to readers. Also, such content can be posted on the websites of the news organization as well as shared on the funeral home’s social media sites.

A multimedia press release is one option where funeral directors can maximize exposure to their events. The distribution of press releases together with an accompanying video (in various social media formats) provides journalists with options to tell their story more visually. This is one way of achieving dual functions of old and new in one effort.

If anything, the digital era has increased the potential benefit of news releases and the importance of public relations for a variety of reasons.

With that in mind, another interesting development is that marketers are no longer writing just for journalists when drafting a release. They are now writing for both journalists and search algorithms. Thus, one has to do away with "the company", "we", "he", "she" and so on, replacing them with nouns (e.g. The names of funeral directors and funeral homes) that are “readable” by search algorithms.

The pitch is the reason the news media wants to take a second look. Understanding what interests different writers and editors is essential. Use this information as the subject of your email message with your news release attached.

Make sure to write your press release in such a way that it provides the information needed for the reporter to repurpose the information in the release to write their own story about your “news”. See the attached article for pointers on how to create news releases that get media attention.

THE ROLE OF PR IN THE DIGITAL MARKETING WORLD

If anything, the digital era has increased the potential benefit of news releases and the importance of public relations for a variety of reasons. Today, news releases are no longer just a tool used by marketers to communicate with journalists on behalf of a company, but are now fulfilling multiple roles.

For funeral homes that want to improve their digital

TAKEAWAYS

My advice for funeral directors who are trying to adopt social media is to not abandon news releases in the process, but embrace them. The humble news release can be more than just a simple official messageas multimedia formats and social media sharing capabilities will make it much more appealing. With a little effort, a news release can complement your social media efforts and deliver your message to more families in your market, beyond those who are currently “friends” and “followers”. FBS

Joe Weigel is the owner of Weigel Strategic Marketing, a communications firm focused on the funeral profession that delivers expertise and results across three interrelated marketing disciplines: strategy, branding, and communications. He can be reached at 317-6088914 or weigelstrategicmarketing@gmail.com. You also can visit his website at weigelstrategicmarketing.com.

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