of the National Concrete Burial Vault Association
2012 Convention Highlights
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NCBVA.ORG l February 2012
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National Concrete Burial Vault Association, Inc. P.O. Box 917525 Longwood, Florida 32791 http://www.ncbva.org .#"6! s &AX President Hubert McQuestion Lake Shore Burial Vault Co. Brookﬁeld, WI President-Elect Michael Crummitt Crummitt & Son Vault Co. Martins Ferry, OH Secretary/Treasurer Jerry Russell Southern Ohio Vault Co. Portsmouth, OH Immediate Past President Stephen Hatﬁeld Hicks Industries, Inc. Mulberry, FL Directors Mark Bates Norwalk Wilbert Vault Co. Bridgeport, CT Ed Bruns Bruns-Norwalk Vault Co. St. Louis, MO Steve Handley Handley Precast Systems, Inc. Glendale, AZ
TABLE OF CONTENTS 2012 Convention ......................... 4 Timely Program Draws Record Numbers To Convention in Las Vegas
OSHA Regulatory Compliance & the Burial Vault Industry ........... 8 By J. Scott Calkins NCBVA Legal Counsel
NCBVA Responds to Urgent Need for Crane Operator Training ............ 12 Benchmarking Survey Leads to Concrete Results For Burial Vault Industry ........... 14 Membership Application ............ 18 NCBVA Certiﬁed Plants ............. 19 Industry News ’N Notes ............. 22
Dave Long Eagle Burial Vault Association Joliet, IL Curt Shannon SI Funeral Services Ennis, TX Blake Swinford Trigard Vaults / Greenwood Plastics Danville, IL Greg Tilley Ideal Burial Vault Co., Inc. Depew, NY Steve Vincent Doric Products, Inc. Marshall, IL Dennis Welzenbach Wilbert Funeral Services Broadview, IL Executive Director Thomas A. Monahan, CAE Certiﬁed Association Management Co. Longwood, FL
Cover photos: An articulating boom crane operator practices placing OSHA-required weight in a marked location during the NCBVA pilot workshop at Lake Shore Burial Vault Co., Brookﬁeld, WI.
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Legal Counsel J. Scott Calkins, Esq. February 2012 l NCBVA.ORG
Timely, Informative Program Draws Record Numbers to 2012 Convention
CBVA presented an impressive, three-dimensional CONVENTION PACKAGE FOR THAT RESULTED IN ITS LARGEST number of registrants in recent years. Eighty-two people, representing 25 states, gathered together January 23 - 25, lured by top-notch opportunities: train-the-trainer training in crane rigging, hearing ďŹ rsthand the results of NCBVAâ€™s world-class â€œCost of Doing Businessâ€? survey, and being able to conveniently take in the international World of Concrete exhibit, held at the Convention Center, right next door to NCBVAâ€™s headquarters hotel. Thereâ€™s also the draw of the city of Las Vegas itself, which presents a variety of opportunities for dining and recreation. Cost of Doing Business The featured speaker on Tuesday morningâ€™s program was John Mackay of Mackay Research Group, who revealed highlights of the ďŹ ndings extrapolated from â€œsensitive informationâ€? submitted by 52 companies that participated in NCBVAâ€™s ďŹ rst-ever â€œCost of Doing Businessâ€? survey. The information the companies shared in the conďŹ dential survey included net sales ďŹ gures and other usually private information that is normally only shared with ofďŹ cers of oneâ€™s company, oneâ€™s accountant and the IRS. Mackay held the attention of the audience of owners and managers of burial vault companies as he led them through a series of slides that showed them where the 13 identiďŹ ed â€œhigh proďŹ tâ€? companies stood in terms of revenue, annual production, materials costs, payroll costs, and non-labor delivery costs as compared with the median results of the 52 companies. He stressed that the four main keys that have the power to move them toward â€œworld classâ€? manufacturing are (1) making good decisions based on good information; (2) assessing what is most important; (3) making informed DECISIONS AND MOTIVATING EMPLOYEES Mackay continued to explain important features of the survey report, such as gross margin (the ďŹ rst measure of proďŹ tability), cash traps, a strategic proďŹ t model (a valuable management tool) and proďŹ t margin. He coached the group in setting a proďŹ t target, followed by a number of slides that showed the impact of a mere one percent improvement. Companies that participated in the survey received a customized benchmarking report that Mackay stressed could be very helpful in getting a line of credit from the bank. One of the testimonials presented by a former client underscored that assumption: â€œI was able to double my line of credit at the bank by using my individual Benchmarking ProďŹ le Report to convince my banker that I was one of the high-proďŹ t ďŹ rms in the industry.â€? -ORE HIGHLIGHTS ON THE BENCHMARKING SURVEY ARE ON PAGE
NCBVA.ORG l February 2012
Attendees study training manual during workshop.
World of Concrete Through a special arrangement with the World of Concrete (WOC), NCBVA attendees received passes for free access to the WOC exhibit, which opened at noon on Tuesday. NCBVAâ€™s program was built so that attendees could network with each other and visit NCBVA exhibitors in the mornings, then head out for the WOC exhibit in the afternoon. A two-for-one use of education/travel dollars was appealing to burial vault manufacturers, who enjoyed having the best of both worlds. Train-the-Trainer After the conclusion of Wednesday morningâ€™s annual meeting, attendees settled in for a training session on crane rigging, led by Ron Overton of Overton Safety Training. With more than 25 years of professional training experience behind him, Overton is considered
Thanks to our Corporate Sponsors, Edgmont Metallic Pigment Co., Inc. (Gold) and Doric Inc. (Silver) for their generous support which helped make the Las Vegas Convention possible & affordable to all members.
Ron Overton conducts training workshop. an expert in crane and rigging regulations, laws and standards. Seeing is believing, and Overton opened the training session by showing a series of actual photos of a mishap in which not one but two cranes ended up in the water. He emphasized that it’s very important to know exactly what a speciﬁc type of crane can and cannot do. Overton spelled out the essentials of proper rigging for the group, but the pay-off was his instruction on how each member of the audience could return to his/her plant and subsequently train nine additional people at signiﬁcant savings. For more information on the “Train-the-Trainer” class and future articulating boom crane workshops sponsored by the NCBVA, turn to page 12.
Precast Systems, Inc., Glendale, AZ continue as directors. Dennis Welzenbach, President of Wilbert Funeral Services, Broadview, Illinois, was appointed by the NCBVA Board to replace Paul Cooper as the afﬁliate director representing Wilbert Funeral Services.Other afﬁliate directors, appointed by the Board remain the same: Steve Vincent, Doric Products, Inc., Marshall, Illinois; Dave Long, Eagle Burial Vault Association, Joliet, Illinois; and Blake Swinford, Trigard Vaults/Greenwood Plastics, Danville, Illinois.
Annual Meeting Highlights; Conducting NCBVA Business One of the important items on the annual meeting agenda is the election of ofﬁcers and board members. The terms of ofﬁce of three "OARD MEMBERS EXPIRED IN $ECEMBER AND NONE WAS ELIGIBLE for re-election. Attendees applauded them for their years of service. They are: Wendy Brown, Mark H. Bott Company, Ogden, Utah; Doug Evans, Carolina Doric, Inc., Florence, South Carolina; and Dennis Schultz, Doric Vault of Western New York, Inc., Buffalo, New York. Ofﬁcers to Serve Second Term 4HE OFlCERS WHO WERE ELECTED IN WILL remain to serve a second one-year term. They are: President Hubert McQuestion, Lake Shore Burial Vault Co., Brookﬁeld, Wisconsin; President-Elect Michael Crummitt, Crummitt & Son Vault Co., Martins Ferry, Ohio; and Secretary/Treasurer Jerry Russell, Southern Ohio Vault Co., Portsmouth, Ohio. Elected to ﬁll the three vacant three-year terms on NCBVA’s Board of Directors are: Ed Bruns, President/Owner, Bruns-Norwalk Vault Co., St. Louis, Missouri; Curt Shannon, Vice President, SI Funeral Services, Ennis, TX; and Greg Tilley, Vice President, Ideal Burial Vault Company, Inc., Depew, New York. Mark Bates, Norwalk Wilbert Vault Co., Bridgeport, CT, and Steve Handley, Handley
John Mackay sports an NCBVA T-shirt. February 2012 l NCBVA.ORG
Special Thanks To Our 2012 Exhibitors Accurate Wire & Strip Forming Represented by Jack Domingo
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February 2012 l NCBVA.ORG
OSHA Regulatory Compliance & the Burial Vault Industry By J. Scott Calkins, Esq. NCBVA Counsel
In view of the necessity for all members to know about the Occupational Safety and Health Administration (OSHA) and its regulations affecting their operations--especially the new crane rules––I thought it important to provide you with information on what to expect and advice on what you can do if an OSHA inspector ﬁnds deﬁciencies in your manufacturing operations and in the delivery of your vaults. For those of you who are aware of the regulatory inspection procedure (some of you may have even had citations), this information will be a refresher. But for those of you who have not yet experienced an OSHA inspection, including receiving a deﬁciency citation, the following information is extremely important in order to avoid major ﬁnancial penalties and oversight. Typical OSHA “Visit” Scenario Typically, an OSHA compliance safety and health ofﬁcer conducts an inspection of your plant and the delivery system and then reports the ﬁndings to the OSHA area director, who evaluates them. If a violation is discovered, OSHA will issue you a Citation and Notiﬁcation of Penalty detailing the exact nature of the violation(s) and any associated penalties. A citation informs you of the alleged violation, sets a proposed time period within which to correct the violation (known as abatement), and proposes the appropriate dollar penalties. At this point, several requirements and timelines kick in. For example, when you receive a citation, you must post a copy of it at or near the place where each violation occurred to make employees aware of the hazards to which they may be exposed. (I wonder how you will be able to implement the posting requirement at the cemetery where a crane violation occurs?) Such posting must remain in place for three days or until the violation is corrected, whichever is longer. The abatement certiﬁcation documents––such as the certiﬁcations, abatement plans and progress reports––also must be posted at or near the place where the violation occurred. You then have 15 days from receipt of the citation to either accept it, which would compel you to correct the condition by the date set forth in the citation and pay any proposed penalty, or contest it, which requires written notice that details what parts of the citation you question. Important note: Before deciding whether to ﬁle a Notice of Intent to Contest, you may request an informal conference with the OSHA area director to discuss the citation. What Next? In the next NCBVA Bulletin, I will advise you of the opportunities and possible resolutions of the citation available with such informal conference without the necessity of taking the next step--costly litigation. 8
NCBVA.ORG l February 2012
February 2012 l NCBVA.ORG
Remembrance of the Departed At each annual meeting, NCBVA honors those in the industry who passed in the PREVIOUS YEAR 7ITH ONE EXCEPTION ALL PASSED IN 7E THANK THE STAFFS AT $ORIC Eagle, Trigard and Wilbert for helping publish a complete list. Elinor Manning Atkinson - Nov. 9 Mother of Robert Atkinson Sunnycrest Wilbert Auburn, New York
Sharon Holthaus - Sept. 11 Mother of Steve Bush St. Louis Wilbert Vault Quincy, Illinois
Graham Babylon - Oct. 18 Husband of Mary Babylon Babylon Vault Co. New Windsor, Maryland
William J. Houk - Feb. 16 & Rosada Houk - Mar. 28 Parents of Dan Houk Wilbert Precast, Inc. Spokane, Washington
David W. Barnhart - Jan. 7 Employee of Richards-Wilbert, Inc. Roanoke Valley, VA Hagerstown, Maryland Roger Stanton Berry - Aug. 26 Father of Kathleen Berry Wilbert Funeral Services Inc. Broadview, IL
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Donald J. Bierschwale - Nov. 6 Father of Eddie Bierschwale SI Funeral Services San Antonio, Texas Viola E. Carlson - Dec. 27, 2010 Mother of Ric Carlson Wilbert Precast, Inc. Spokane, Washington Arduth Chandler - April 4 Mother of Joseph & Robert Chandler Memorial Monument & Vaults Lehi, Utah Maria A. Cortez de Paniagua - Oct. 13 Mother of Manuel & Martin Paniagua Wilbert Funeral Services, Inc. Broadview, Illinois Rick Deihl - Jan. 1 Owner of Deihl Precast & Vault Father of Faith & Mike Deihl Orangeville, Pennsylvania
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NCBVA.ORG l February 2012
Mary Gartner - Aug.11 Mother of Janet Traub; Mother-in-Law of Leonard Traub Alberta Wilbert Sales Ltd. Edmonton, Canada Lisa Harris - Jan. 3 Co-Owner of Harris Precast Wife of Scott Harris Harris Precast LaPorte, Indiana
Helen Hupp - Feb. 5, 2011 Mother of Cindy Stiverson; Mother-in-Law of John Stiverson Hupp Stiverson Company Zanesville, Ohio Geraldine Jankowski - Nov. 7 Mother of Gina Wilton SI Funeral Services Fairport, New York Vivian K. Janowiak - Dec. 11 Mother-in-Law to Ray Greco Wilbert Funeral Services, Inc. Broadview, Illinois Richard Plante - Aug. 7 Husband of Debra Plante; father of JR Plante Burial Vault Millbury, Massachusetts Robert â€œBobâ€? Priest - Mar. 9 Father of David Priest Wayne Burial Vault Indianapolis, Indiana Don Showalter - Dec. 5 Father of Jill Darby Father-in-Law of Richard Darby Connersville, Indiana Bette J. Smith - Mar. 10 Mother of Nancy Roland; Mother-in-Law of Jeff Roland Roland-Wilbert Vaults Marion, Iowa Daniel Steinhauer - Jan. 21 Father of Ken Steinhauer (Formerly with WFSI) Broadview, Illinois Gloria Travis - Dec. 31 Mother of Gregg Katz Wilbert Funeral Services, Inc. Broadview, Illinois
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February 2012 l NCBVA.ORG
NCBVA Responds to Urgent Need for Crane Operator Training
INCE THE SUMMER OF THE WORDS crane operator training have become buzzwords for the burial vault industry. After more than nine years of considering revisions to its standard for crane operators in construction, the Occupational Safety and Health Administration (OSHA) recently updated that standard. In the updating a broad swath was made through industry in general, including companies THAT USE CRANES CAPABLE OF LIFTING MORE THAN POUNDS AND MOVing that load to the left or right. Most burial vault manufacturers are faced with complying with the new standard, because they use such equipment––typically articulating boom cranes––to deliver burial vaults. There are many sections to the revised OSHA standard, and just as many interpretations on whether the standard actually includes burial vault manufacturers. Because government agencies move slowly to make changes or exceptions to standards, it is prudent for companies to make efforts to be in compliance rather than risk heavy ﬁnes. Train-the-Trainer Class In Las Vegas a Huge Draw According to the new OSHA requirements, riggers and signalers must be qualiﬁed now. In order to help meet this need, NCBVA changed its previously planned convention program in December to include a “Train-the-Trainer” class in rigging. This proved to be a huge draw, and NCBVA had one of the most well-attended conventions in recent history, with 82 people from 25 states registered.
Upcoming ABC OSHA Crane Certiﬁcation Workshops March 22 - 23 –– Harrison, NJ April 4 - 5 –– Battle Creek, MI April 6 - 7 –– Battle Creek, MI May 5 - 6 –– Monclova, OH
NCBVA.ORG l February 2012
If you think youâ€™re doing everything right, look at what happened to a crane operator in Dublin, Ireland. The initial operator didnâ€™t think outriggers were necessary when trying to ďŹ sh a small car out of the drink. He also didnâ€™t think it necessary to clear the pedestrians standing next to the crane. A larger crane with outriggers was called to the rescue. The second crane, attempting to pull both the car and ďŹ rst crane from the water, also goes in! Once again, the crane operator failed to clear a safety circle around his crane. Try explaining this to the OSHA inspector!
4HIS INCLUDED EXHIBITORS AND SPOUSES AND GUESTS &IFTY SEVEN owners/managers of burial vault companies completed the on-site training. Each burial vault company was given instruction and materials for training and qualifying nine additional people at their plants. The course attendees realized a signiďŹ cant savings for their companies, because the Train-the-Trainer class is usually offered at a cost of $795 per person. Articulating Boom Crane Training; â€œQualiďŹ edâ€? vs. â€œCertiďŹ edâ€? QualiďŹ cation for rigging and signaling is only the tip of the iceberg, however. Whatâ€™s more important is the certiďŹ cation for crane operators (drivers of burial vault delivery trucks), which has to be COMPLETED BY .OVEMBER ,IKE RIGGERS AND SIGNALERS CRANE operators have to be qualiďŹ ed now. NCBVA is helping companies fast-forward to crane operator certiďŹ cation for articulating boom cranes (ABC)â€“â€“by-passing qualiďŹ cationâ€“â€“by offering workshops for that, too. The ďŹ rst pilot workshop for ABC operator certiďŹ caTION WAS HELD ON $ECEMBER AND AT ,AKE 3HORE "URIAL 6AULT Company in BrookďŹ eld, WI. â€œWhen we held the pilot course for ABC operators,â€? says NCBVA Executive Director Tom Monahan, â€œwe learned a valuable lesson about the uniqueness of our industry and the necessity of ďŹ‚exibility in scheduling training. Our companies simply canâ€™t afford to send every staff member who needs to be certiďŹ ed to one location at one time. You can schedule training, but you canâ€™t always anticipate the demand that might suddenly be placed on a company. For example, one company had to pull its employees out of the BrookďŹ eld location because there was an unexpected demand at that time for burial vault deliveries.â€? â€œAs a result,â€? continues Monahan, â€œweâ€™re scheduling future two-day articulating crane certiďŹ cation classes over a four-day time period in one location. That way a company can send some of its crane operators to the ďŹ rst class, and the rest to the second class. NCBVA saves on the instructor expenses because the instructor can teach two separate classes in the same location.â€?
IN -ONCLOVA /( 4HE COST IS PER PERSON FOR EMPLOYEES OF NCBVA member companies. (Registration forms or on-line registration are available at www.ncbva.org. Look for OSHA training at the upper left of the screen.) Prior to the workshop, each student will receive a package of course materials, which includes a workbook, an Articulating Boom Crane Load Chart Manual, and the National Commission for the CertiďŹ cation of Crane Operators (NCCCO) Handbook. Day One of the workshop will focus on exam preparation and practice exams. Day Two will start with a morning review, followed by the NCCCO Articulating Boom Crane written and practical exams. What to Bring to Workshop The exams for the ABC Workshop will be proctored by a representative from the NCCCO. Students are required to bring a government-issued photo ID, the admission letter for the test date, and suitable clothing for practical exams for the climate (rain gear, durable shoes/boots, safety glasses and hard hat). A hard hat will be needed for the practical evaluation. Students who successfully complete the workshop and pass the exams will be issued a certiďŹ cate and card by the NCCCO.
Future ABC Workshops The Articulating (ABC) OSHA Crane Operator CertiďŹ cation Workshop is currently scheduled FOR -ARCH IN (ARRISON .* !PRIL AND IN "ATTLE #REEK -) AND -AY Photos right: Students attend pilot workshop for articulating boom crane operators at Lake Shore Burial Vault Co. in BrookďŹ eld, WI. Instructor Curt Raber emphasizes inspecting equipment for wear and tear.
February 2012 l NCBVA.ORG
NCBVA Benchmarking Survey Yields Concrete Results For Member Companies At its July 2011 meeting, the NCBVA Board of Directors authorized Mackay Research Group to conduct a world-class, benchmarking â€œCost of Doing Businessâ€? study of the concrete burial vault industry. The study, the ďŹ rst of its type ever done by a concrete burial vault organization, was completed at the end of 2011. At NCBVAâ€™s annual convention, held last month in conjunction with the World of Concrete, featured speaker John Mackay revealed important survey information that prioritized for decision-makers where to focus investment of resources for the greatest impact on improving performance. Here are some of the highlights of his presentation.
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â€œSize doesnâ€™t matter when it comes to profitability,â€? John Mackay told an attentive AUDIENCE OF MORE THAN MEMBERS OF THE burial vault industry who attended NCBVAâ€™s annual convention in Las Vegas. â€œIâ€™m all about trying to improve proďŹ tability. Itâ€™s the small differences in costs and productivity that ultimately lead to a large difference in operating proďŹ t. The companies that pay attention to the details will be more successful,â€? he said. With confidentiality assured by the research ďŹ rm at the onset of the study, the survey respondents (mostly closely-held businesses) provided sensitive data they usually share with only the highest ofďŹ cers in their companies, their accountants, and THE )23 4HIS INCLUDED NET SALES FROM AND Mackay concurred that revenue was basiCALLY mAT IN "ECAUSE MANY INDUSTRIES including precast industries, have experienced signiďŹ cant declines in revenue over the past few years, he was satisďŹ ed that the burial vault industryâ€™s experience is normal and expected. The number of NCBVA member ďŹ rms responding to the survey was 52, and Mackay stated that this is a statistically signiďŹ cant sample of NCBVA members. â€œAs a matter of fact,â€? Mackay said, â€œ52 ďŹ rms is a really good participation level, considering that this was the ďŹ rst time the NCBVA conducted a benchmarking survey. In my opinion, this relatively large sample showed that NCBVA wants more benchmarking-type information.â€?
What Stood Out Mackay said that as a researcher he was particularly impressed with the amount of cost benchmarking data that was collected. â€œWhile we did not ask for bottom-line proďŹ t on this initial survey,â€? he noted, â€œwe did ask about the most significant cost centers: materials, payroll and delivery costs. From that data we were able to segment the more successful operators from the â€˜typicalâ€™ operators in the industry and analyze how they achieved that success.â€? How to Control Costs The Las Vegas audience was highly interested in learning the most effective ways they could employ to control their costs and thereby increase proďŹ t. Mackay reafďŹ rmed the objectives of the benchmarking study. â€œThis type of study provides owners and managers with the information they need for more informed decisions,â€? he said. â€œMost managers know what their companyâ€™s performance has been in the past. They make decisions for the future based on that historical perspective. However,â€? Mackay cautioned, â€œuntil a company has a cost and productivity benchmark against other companies in the same industry, the owner/ manager doesnâ€™t really know whether his performance assuptions are valid.â€?
“Until a company has a cost and productivity benchmark against other companies in the same industry, the owner/manager doesn’t really know whether his performance assumptions are valid.” Industry Reactions Mackay shared with the group typical reactions to benchmarking information. “When managers see industry benchmarks for the ﬁrst time, they have two reactions,” he stated. “First, they look at the areas in which they thought they performed well and say, ‘See, I knew we were doing well.’ Conversely, a manager’s second reaction is to look in disbelief at areas in which the company didn’t measure up so well. Based on the company’s past history, the manager may have thought they were improving, but compared to the industry benchmark, he/she discovers that maybe they aren’t doing so well,” Mackay revealed. “The most effective way for companies to control their costs,” Mackay continued, “is to have sound benchmarks, like the NCBVA Benchmarking Report, to know exactly where they are performing well and where they are not up to par. Every company has different strengths and weaknesses. The Benchmarking Report provides managers with the rationale to challenge many perhaps erroneous long-held beliefs, control costs where they are out of line, and improve proﬁtability.” “Respectable” Proﬁt Margin & “Operating Proﬁt” When asked to deﬁne a “respectable” proﬁt margin, Mackay stated that it wasn’t the purpose of the initial benchmarking study to measure the bottom-line proﬁt margin—that kind of information could be captured in a future benchmarking study.
“However, based on the cost centers that were measured—materials, payroll and delivery,” he conﬁded, “we did produce a proﬁt measure we called Operating Proﬁt. What was interesting was that the more successful COMPANIES EARNED ABOUT TEN PERCENTAGE points higher proﬁt that the ‘typical’ company. For a $1-million operation, that’s an ADDITIONAL TO THE BOTTOM LINEv About John Mackay John R. Mackay is President of Mackay Research Group, an entrepreneurial company that he FORMED IN to assist small-to mid-size companies in achieving robust profitability and financial security. Mackay Research Group is actually a spinoff of the Profit John Mackay Planning Group (PPG), a research and education ﬁrm located in Boulder, CO, of which Mackay was Vice President. DurING HIS MORE THAN YEARS WITH THE COMPANY John helped build PPG’s client roster from ONE TO ASSOCIATIONS MOST OF WHICH WERE distributor-member based. Mackay Research Group is dedicated to a manufacturer focus, and works with manufacturer clients in a targeted manner. John received his undergraduate degree from The Ohio State University and his MBA from the University of Colorado.
Editor’s note: As a beneﬁt to the 512 burial vault manufacturing companies that participated in the survey, each was provided with an individual company analysis report, benchmarking their performance to the industry. The individual company analysis gives each participant a snapshot of his/her company’s performance. Owners/managers are thereby able to see their own strengths or weaknesses without having to do any calculations on their own. The NCBVA Benchmarking Report can be purchased by NCBVA companies that did not participate for $250. To order, contact Executive Director Tom Monahan (email@example.com; toll-free 1-888-886-2282 X5).
How to Move Toward World-class Manufacturing 1. Good decisions begin with good information 2. Assess what is most important s Identify strengths & weaknesses s Speculate about own performance s Industry standards provide evidence to rethink assumptions 3. Informed decision-making s Limited resources s Shift resources from historical beliefs 4. Motivate employees s Reinforce good performance s Identify performance below competitors s Support expenditure decisions s Reduce resources with least negative impact
“Planning proﬁt ﬁrst in the ONLY way to improve results.” Two Important Requirements In Any Business 1. Adequate Salary for Hours Worked 2 Adequate Proﬁt for Risk Taken
Why Do a Benchmarking Survey? s 2ESULTS GIVE YOU lNANCIAL benchmarking guidelines s )T ANALYZES CRITIQUES YOUR BUSINESS s )T LETS YOU KNOW YOUR RELATIVE position within the industry s )T PROVIDES STRATEGIC INFORMATION FOR long-run planning s )T GIVES YOU A YARDSTICK FOR continuous improvement
Source: Mackay Research Group
February 2012 l NCBVA.ORG
VA Raises Allowance For Private Purchase Of Burial Containers The VA has announced its annual adjustment in the â€œcash allowanceâ€?given to veteransâ€™ families who privately purchase an outer burial container for use in a VA national cemetery. The allowance is based on the governmentâ€™s cost to provide standard graveliners furnished for use in the national cemeteries, less administrative expenses. The cash allowance payable for qualiďŹ ed interMENTS DURING WAS &OR THE ALLOWANCE HAS BEEN RAISED TO This amount is based on the governmentâ€™s total cost during the ďŹ scal year for single-depth graveliners, and dividing the cost by the total number of graveliners procured by the VA during the ďŹ scal year. This amount was determined to be $271, minus an administrative cost per liner of $9, RESULTING IN THE ALLOWANCE OF FOR
New Canadian On-line Company Predicts Trends From designing a headstone on line to a portal for after-death MESSAGING IS USHERING in changes big and small to the funeral industry, according to Canadaâ€™s ďŹ rst Internet funeral service company, Basic Funerals and Cremation Choices, www.basicfunerals.ca. The company predicts this year will see changes within the industryâ€“â€“some good and OTHERS NOT SO GOOD (ERE BELOW ARE THE TOP lVE TRENDS FOR AS PROVIDED BY %RIC 6ANdermeersch, CEO, Basic Funerals and Cremation Choices: 1. On-Line Becomes the Preference - Arranging funerals on line will continue to grow as families realize signiďŹ cant cost savings, as well as convenience. 2. Law Change Hurts the Little Guy - A new law in Ontario will allow big cemetery companies to put funeral homes on their properties, possibly putting small, local funeral homes out of business. This will create less choice for families. 3. Technology Puts â€˜cyberâ€™ in Stone - Canadians can now design headstones on line, making it easy to do so from the comfort of their homes. Saying â€˜I Love Youâ€™ From The Beyond - Lifeplace.com is a new destination for afterdeath messaging. 5. Gobble Up Part II - A renewed consolidation within the funeral industry may lead to higher funeral prices. â€œItâ€™s exciting to see the industry ďŹ nally evolving and weâ€™d like to think that we have helped to shake it up,â€? explains Dominic Mazzone, Chairman, Basic Funerals. Licensed in -AY "ASIC &UNERALS CHARGES FEES THAT ARE ROUGHLY HALF OF THOSE CHARGED BY CONVENtional funeral homes. The company is based on an entirely different and unique business model, omitting infrastructure costs and utilizing economies of scale. According to Mr. Mazzone, â€œ95% of our families arrange services with our company on line and over the phone, but we also serve families by meeting them right in the comfort of their own homes.â€? The service features a â€˜Real Time Chatâ€™ option, providing instant access to a conversation with a funeral director.
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NCBVA.ORG l February 2012
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Long Machine Company Ph (828) 428-2648 Fax (828) 428-8606
THE VAULT INDUSTRY’S PREMIER VAULT TRAILER
BUILT TO ACCOMMODATE YOUR NEEDS Our Standard Vault-Master Can Perform Your Entire Vault Handling Jobs.
Off Loading Vaults From Trucks Setting Vaults Straight Or Crossways Disinterments Operating On Steep Terrain (3-Point Hydraulic Leveling)
All Our Units Can Be Built To Accommodate Oversized Vaults We Also Offer A Fixed Boom Unit With All The Features Of Our Standard Unit A Large Selection Of Options Is Available On All Our Units
Gasoline-Powered, Crawling Vault Platform, With Steering
A Positive Braking & Holding Power When Remote Switch Is Disengaged
Push-Button Movement & Steering
Hydraulic-Powered With A 5.5 Hp Honda Engine
We set the standards for vault handling equipment. We DO NOT copy anyone. We are always looking to the future.
LET US CUSTOM BUILD YOUR NEXT VAULT TRAILER February 2012 l NCBVA.ORG
National Concrete Burial Vault Association “Serving the death care industry with the very best”
Dues Schedule P Manufacturer Member Dues are based on total units sold at this location. Please check appropriate level: P 1-999 Units .........$225 P ......... P ......... P ......... P AND MORE.....
APPLICATION FOR MEMBERSHIP Key Contact____________________________________Nickname_____________ Title ______________________________________________________________ Company Name _____________________________________________________ Street Address _______________________________________________________ City _____________________ State _______________ Zip __________________ Phone ___________________________ Fax ______________________________ E-mail ____________________________________________________________ Company Web Site ___________________________________________________
P Associate Member..... P Franchise Group........
P Check here if you prefer to have your mail sent to your home. Home street Address _________________________________________ City _____________________ State ______________ Zip ___________ Home Phone _________________ Home Fax ______________________
Include payment with this completed form. We accept Visa, MasterCard and American Express
P Check is enclosed
P Burial Vault Manufacturer P Crematory
Please charge my P Visa P MasterCard
Account #_____________________ Expiration date _________________
Mailing Information NCBVA P.O. Box 917525 Longwood, FL 32791 (888) 88-NCBVA &AX www.ncbva.org
P Funeral Director P Cemetery
P Doric P Con-O-lite
P Wilbert P Other
P Eagle P Trigard P Provide Graveside Services
P Metal Vaults Offer sizes for
P Plastic Vaults P Fiberglass Vaults P Children P Adults P Oversize
P Associate Member: Tell us in 25 words or less about your product/services
P Please enroll me in NCBVA today! Signature indicates that you have read and agree to abide by NCBVA’s Code of Ethics and the rules that govern the National Concrete Burial Vault Association. Signature is required before this application can be processed. _________________________________________ (Signature)
CODE OF ETHICS We believe that concrete is an ideal material for the construction of burial vaults for the interment of human remains and that a properly constructed concrete burial vault is worthy of acceptance by the public. Our sales and advertising policies will be governed by standards acceptable by the public and the funeral profession and by principles advocated by the National Concrete Burial Vault Association, Inc. We pledge fair trade practices to our competitor, whose product we will not disparage. We shall conduct our business on sound business principles, striving to build a relationship of respect and conﬁdence for the burial vault industry with the public, with the funeral director and with the cemetery’s management. We will abide by the rules and regulations of the National Concrete Burial Vault Association, Inc., thereby contributing to a stronger and greater national industry. 18
NCBVA.ORG l February 2012
5 A D & Sons Vault Co. Suffolk, VA Abel Vault & Monument Co. Canton, IL American Concrete Industries Veazie, ME American Vault Co. Cleveland, OH American Wilbert Vault Corp. Forest Park, IL Arnold-Wilbert Corp. Goldsboro, NC Arrow Vault Co., Inc. Lafayette, IN Atlas Concrete Products, Inc. Orlando, FL Austin Concrete Products Dover, NH Babylon Vault Co. New Windsor, MD Badger Burial Vault Co. Eau Claire, WI Bailey Monument & Vault Co. Waycross, GA Baumgardner Products Co. Akron, OH Baxter Burial Vault Cincinnati, OH Baxter Vault Co. Baxter Springs, KS Beck Vault Co. Rome, NY Bell Vault & Monument Miamisburg, OH Brewster Vaults & Monuments Millville, NJ Brown-Wilbert, Inc. Morris, MN Brown-Wilbert, Inc. St. Paul, MN Bruns Norwalk Vault Co. St. Louis, MO Brutsche Concrete Products Battle Creek, MI Brutsche Concrete Products Benton Harbor, MI Buckeye Vault Service, Inc. Mansﬁeld, OH C & M Precast Kerrville, TX Calumet Wilbert Vault Co. Inc. Gary, IN Capital Precast, Ltd. St. Johns, NL, Canada Carolina-Doric, Inc. Florence, SC Carolina-Doric, Inc. Snow Camp, NC Central Burial Vaults, Inc. Marlow, OK Central Burial Vaults, Inc. Oklahoma City, OK
NCBVA Certified Vault Manufacturing Plants NCBVA proudly recognizes the following companies that have a current standing in the Plant Certification Program Central Burial Vaults, Inc. Tulsa, OK Central New York Vault Co. Cortland, NY Century Vault Co., Inc. West Barnstable, MA Charleston Wilbert Summerville, SC Cheboygan Cement Products Co. Cheboygan, MI Chesapeake Burial Vault Co. Barkley, MD Christy Vault Co., Inc. Colma, CA Columbus-Beier Vaults Columbus, WI Cooper Wilbert Vault Co. Middletown, DE Cordeiro Vault Co., Inc. Vallejo, CA Costello & Company Vaults Smith Falls, Ontario, Canada Creter Vault Corp. Flemington, NJ Crummitt & Son Vault Corp. Martins Ferry, OH D.G. Robertson, Inc. Williston, VT Dardanelle Vault & Monument Dardanelle, AR Deihl Vault & Precast Co. Orangeville, PA Delaware Valley Vault Co. Blackwood, NJ DePue Wilbert Vault Savannah, GA Detroit Wilbert Vault Corp. Detroit, MI Doody Burial Vaults, Inc. Winchendon, MA Doric Concrete Vaults Inc. Garden City, KS Doric Concrete Vaults, Inc. Great Bend, KS Doric Concrete Vaults Inc. Osage City, KS Doric Huntingburg Vault Co. Huntingburg, IN Doric of Kansas Vault Iola, KS Doric of Nashville, Inc. Nashville, TN Doric of Northeast Arkansas Jonesboro, AR Doric of Tennessee Cowan, TN Doric Concrete Vaults Limon, CO Doric Concrete Vaults, Inc. Newton, KS Doric Manufacturing Co. Boaz, AL
Doric Mississippi, Inc. Jackson, MS Doric-South, Inc. Demopolis, AL Doric Vault of Connecticut North Haven, CT Doric Vault of Eastern NY, Inc. Hudson, NY Doric Vault of Western NY, Inc. Depew, NY Doric Vault Co. Grifﬁn, GA Dura Vault North Bend, OH Eagle Burial Vault Co. of LA Ruston, LA Eagle Burial Vaults Perry, GA Esterly Burial Vault Co. West Reading, PA Evans Eagle Vaults, Inc. Leola, PA Everlasting Vault Co. Randallstown, MD Flagg-Palmer Precast, Inc. Oxford, MA Florida Wilbert, Inc. Jacksonville, FL Fond du Lac Wilbert Vault Fond du Lac, WI Forsyth Bros. Concrete Prod. Terre Haute, IN Forsyth Bros. Burial Vaults Fithian, IL Fort Myers Wilbert Vault Service Fort Myers, FL Gettysburg Burial Vault Co. Gettysburg, PA Golden Eagle Vault Co. Rocky Mount, VA Grable Vault Co. Logansport, IN Grafﬁus Burial Vault Co. Sinking Springs, PA Granite State Doric Newport, NH Gross Vault Co. Thomasville, GA Hairﬁeld Vault Co. Hickory, NC Hardy Doric, Inc. Chelmsford, MA Harn Vault Service Massillon, OH Harris Precast La Porte, IN Hicks Industries, Inc. Davie, FL Hicks Industries, Inc. Mulberry, FL Horton Precast Girard, PA
For information on NCBVA’s exclusive Plant Inspection and Certiﬁcation Program, please contact NCBVA Headquarters at 1-888-88-NCBVA or use application form on the next page.
Huntingburg Vault Co. Huntingburg, IN Jacson, Inc. Henderson, TX Jefferson Concrete Corp. Watertown, NY Josten Wilbert Vault Co. Sioux Falls, SD Kansas City Wilbert Grandview, MO Lake Shore Burial Vault Co. Brookﬁeld, WI Lavaca Vault Co. Lavaca, AR Lindquist Concrete Products Ogden, UT Louisell-Davis Vault Service Chattanooga, TN Lycoming Burial Vault Co. Inc. Montoursville, PA Marion Vault Works Marion, IN Mark H. Bott Co. Ogden, UT Master Grave Service Athens, GA McDowell Doric Vault Co. Fletcher, NC Memphis Burial Vault Co. Memphis, TN Mercer Vault Company Fredericksburg, VA Milan Burial Vault, Inc. Milan, MI Minchew Concrete Products Co. Waycross, GA Minnick Services Corp. Fort Wayne, IN Montgomery Vault Co. Woodsboro, MD Montgomery Vault Co. Rockville, MD Moore Wilbert Vault Co. Evans, GA Neher Burial Vault Co. Springﬁeld, OH Nor-Don Vault Co. Inc. Strafford, MO North Central Mich. Vault Srvc. Cadillac, MI Northwest PA Burial Service Cochranton, PA Norwalk Vault Co. Johnstown, PA Odon Vault Company, Inc. Odon, IN Omaha Wilbert Vault, Inc. Omaha, NE Ostwalt Vault Co. Concord, NC Palm Vault Co. Ada, OK Patriot Vault Co. Park Hills, MO Panhandle Vaults Amarillo, TX
continued . . .
February 2012 l NCBVA.ORG
NCBVA Certified Vault Manufacturing Plants (Continued)
Pennsylvania Concrete Vault Co. Greensburg, PA Perfection Vault Woodson, IL Phenix Vault Phenix City, AL Pioneer Vault, Inc. Doylestown, PA Poplar Bluff Doric Vaults, Inc. Poplar Bluff, MO Precast Concrete Products, Inc. Blissﬁeld, MI Precision Precast Inc. Pittsﬁeld, MA Quality Burial Vault Co. Houston, TX Rex Vault Service Newton, IL Rocky Mountain Monument/Vault Sandy, UT Roland-Wilbert Vault Co. Clinton, IA Roland-Wilbert Vault Co. Marion, IA Saginaw Wilbert Vault Corp. Saginaw, MI Sam Green Vault Corp. Lynchburg, VA St. Louis Wilbert Vault Co. St. Louis, MO
Saline Vault Co. Sweet Springs, MO Santeiu Vaults Inc. Livonia, MI Sexton Wilbert Corporation Bloomington, IN Sheldon Vault Co. Sheldon, IA Shore Vault & Precast Co. Exmore, VA Simerly Concrete Products, Inc. Bristol, TN Simerly Vaults, Inc. Knoxville, TN Southern Ohio Vault Co. Portsmouth, OH Southern Vault Service Blakely, GA Spoerr Precast Concrete Sandusky, OH SI Funeral Services Cedar Hill, TX SI Funeral Services Gerard, PA SI Funeral Services Parsons, KS SI Funeral Services San Antonio, TX Sunnycrest, Inc. Auburn, NY
Superior Burial Vaults, Inc. Salt Lake City, UT Superior Vault Co. Bryantown, MD Superior Vault Co. Charlestown, IN Superior Vault Co., Ltd. Mississauga, Ont., Canada Swan’s Concrete Products Westbrook, ME Turner Vault Company Toledo, OH Vanden Boomen Burial Vaults Inc. Appleton, WI Vanden Boomen Burial Vaults Inc. Wausau, WI Vincent & Son, Inc. Galena, IL Washington Wilbert Vault Works Inc. Laurel, MD Warga Concrete Products Inc. Fort Wayne, IN Watts Vault & Monument Co. Des Moines, IA Wayne Burial Vault Co., Inc. Indianapolis, IN Welte Vault Co. Danbury, IA West Plains Vault & Mfg. Co. Pomona, MO
Whitman Vault Co. Whitman, MA Wicomico Vault Co., Inc. Salisbury, MD Wieser Precast Stewartville, MN Wieser Doric Vault Co. LaCrescent, MN Wilbert Burial Vault Co. Atlanta, GA Wilbert Burial Vault Co. Waycross, GA Wilbert Burial Vault Co. Muskegon, MI Wilbert Burial Vault Co. Traverse City, MI Wilbert Services Lancaster, NY Wilbert Vaults of Houston, Inc. Houston, TX Willbee Concrete Products Jackson, MI Williams Wilbert Des Moines, IA Williams Vault Company Emporia, VA Willmar Precast Co. Willmar, MN Zeiser Wilbert Vault Co. Elmira, NY
National Concrete Burial Vault Association, Inc. Member Application for Plant Inspection Name of Plant ___________________________________________________________________________ Plant Mailing Address______________________________________________________________________ Plant Street Address_______________________________________________________________________ Plant Telephone_________________
Owner’s Name_____________________________ Evening Phone______________________________ Plant Manager/Contact Person__________________ Evening Phone_______________________________ Types of Outer Burial Receptacles Produced P Top Seals P Air Domes P Sectionals Other________________________________________________ Please return this application with full payment to: The National Concrete Burial Vault Association, Inc. P.O. Box 917525 Longwood, FL 32791 (888) 88-NCBVA &AX 20
NCBVA.ORG l February 2012
For a NCBVA member in good standing, the Plant Certiﬁcation Inspection fee is $1295.
February 2012 l NCBVA.ORG
INDUSTRY NEWS â€™N NOTES 2012 CALENDAR March 8-10 Casket & Funeral Supply Association of America Winter Seminar Omni La Mansion del Rio San Antonio, TX March 19-22 Intâ€™l. Cemetery, Cremation & Funeral Association (ICCFA) Annual Convention Mandalay Bay Resort & Casino Las Vegas, NV
Wilbert Introduces Interactive Display for Selection Rooms Wilbert Funeral Services, Inc. has introduced a new tool to help funeral professionals educate families on burial vaults in the selection room. The Wilbert Display Animationâ„˘ is an interactive monitor with informative slides and video that addresses many common questions families have regarding burial vaults. Display Animation projects moving images and information in silent mode until a family activates video for more comprehensive learning. At any time, the family or the funeral professional
can push a button to start a short video that guides the family towards an educated decision on which burial vault is best for them.
April 19-21 Order of the Golden Rule Annual Conference & Supplier Showcase Renaissance Capital View Hotel Arlington, VA April 27-29 NFDA Professional Womenâ€™s Conference Crowne Plaza Hotel Fort Myers, FL August 15-18 CANA 94th Annual Convention The Westin Bayshore Vancouver, BC, Canada October 7-10 NFDA International Convention & Expo Charlotte Convention Center Charlotte, NC Nov. 5-6 CFSA Fall Conference & Trade Show Indianapolis, IN
NCBVA.ORG l February 2012
Trigard Awards Scholarships 4RIGARD AWARDED TWO SCHOLARSHIPS as a continued investment in the next generation of funeral directors who will care for families. Trigard Chief Executive OfďŹ cer Linda Darby-Sempsrott and Blake Swinford, project manager, presented a SCHOLARSHIP TO 3ARAH -ORGAN A JUNIOR at Mid-America College of Funeral Service
in Jeffersonville, Indiana (photo left). Lowell Coburn, Watts Vault and Monument Sales Consultant, awarded the second scholarship on behalf of Trigard. Lanae Richards, a mortuary science student at Des Moines Area Community College in !NKENY )OWA ALSO RECEIVED TOWARD her education (photo right).
Altizer Joins Doric Sales Team Doric Products, Inc. announces the addition of James â€œElganâ€? Altizer as the newest member of its sales team. Elgan will be working closely with Doricâ€™s Director of Development and Sales, Tim Walker. In addition to promoting both Doric Products and Classic Metal Vaults, he will also oversee the Doric of North Georgia warehouse in Winder, GA. %LGAN COMES TO $ORIC WITH OVER YEARS IN THE FUNERAL INDUSTRY !T HE BEGAN HIS CAREER with his father, James Elgan Altizer, Sr., in Georgia where he grew up. A graduate from Gupton-Jones, Elgan spent the majority of his career as a licensed funeral director and embalmer in Florida,where he and his wife Christina raised their four children. They have now reside in Bethlehem, GA.
.O NEED TO GET LOST ON COMMERCIAL JOB BOARDS WHEN THE .#"6! #AREER *OB #ENTER IS TAILORED SPECIlCALLY FOR YOU
Employers â€“ now you can s 1UICKLY POST JOB OPENINGS s -ANAGE YOUR ONLINE RECRUITING EFFORTS s !DVANCED RESUME SEARCHING CAPABILITIES s 2EACH TARGETED QUALIlED CANDIDATES
If you have job openings going unďŹ lled because potential employees canâ€™t ďŹ nd you, visit: http://www.ncbva.org National Concrete Burial Vault Association, Inc. PO Box 917525 Longwood, FL 32791 (407) 788-1996
February 2012 l NCBVA.ORG
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