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of the National Concrete Burial Vault Association

October 2012

Pain at the Pump Keep your Fleet Moving

Plus: • Placing a Value on Your Business • 2013 Convention Preview


NCBVA.ORG l October 2012

National Concrete Burial Vault Association, Inc.

P.O. Box 917525 Longwood, Florida 32791 (888) 88-NCBVA • Fax: (407) 774-6751 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 The Norwalk Vault Company Bridgeport, CT Ed Bruns Bruns-Norwalk Vault Co. St. Louis, MO Steve Handley Handley Precast Systems, Inc. Glendale, AZ Dave Long Eagle Burial Vault Association Joliet, IL

TABLE OF CONTENTS Pain at the Pump........................... 4 Keep Your Fleet Moving By Sylvia Heidemann NCBVA Staff Writer

Are You CustomerService Driven? ........................... 8 By Charles Marshall

What’s It Worth? The Five Myths of Valuing A Private Business...................... 10 By Dr. Stanley J. Feldman

2013 Convention & Exposition Preview.................. 12 2013 Convention Registration..... 15 NCBVA Certified Plants.............. 19 Membership Application............. 18 Industry News ’N Notes.............. 21

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 Legal Counsel J. Scott Calkins, Esq.

Our Advertisers American Cemetery Supplies, Inc....... 9 Accurate Wire & Strip Forming.......... 21 Axis Corporation............................... 17 Crescent Bronze Powder Co............... 8 D & C Supply Co., Inc........................ 16 Doric, Inc........................................... 16 Edgmont Metallic Pigment Co........... 16 Holland Supply Inc............................ 22 Long Machine Co.............................. 14 Nycon Corporation.............................. 6 RoMix, Inc........................................... 7 Rostine Manufacturing & Supply......... 5 Trigard................................................. 2

October 2012 l NCBVA.ORG


Pain at the Pump Burial vault manufacturers have to make timely deliveries. Considering the size of the product, heavy-duty, gas-loving trucks are often the vehicle of necessity. You’ve got to have gasoline on demand when you need it. Unfortunately, you can’t always buy when prices are low; when prices are high, it can take a real bite out of your profits. Although we don’t have the power to control the cost of fuel, “smart” burial vault manufacturers can put into practice a number of ways to reduce pain at the pump.


as prices have been on a roller coaster ride––mostly in the upward direction, it seems––for nearly two years now. For most areas of the country, the last time regular gas (all formulations) was less than $3 per gallon was December 2010. Diesel fuel passed the $3 per gallon mark much earlier, in October of 2010. The price of regular gas hovered around $4 per gallon in April of this year and eventually came back down. Some analysts were optimistic in June that prices would be able to go below $3 per gallon by Halloween, and if not then, by Thanksgiving. It’s not happening. As of this writing (September 13) prices for regular gas are still dangerously close to that scary $4 mark in most PADD Districts, or over it. Diesel is over $4.


NCBVA.ORG l October 2012

What determines the price at the pump? 1. Taxes - Can’t escape them. 2. Refining costs - A logistics problem. Some analysts point out that our sources of domestic crude oil are not located near our refineries. 3. Distribution. 4. Crude oil prices. Factor in all the other events that can and do affect the price of gasoline: Refinery problems, such as the August fire at a Chevron refinery in Richmond, CA; BP’s August recall of 4.7 million gallons of misformulated gas that had been distributed to Indiana, Illinois and Wisconsin; and Hurricane Isaac’s impact on Gulf Coast refineries. Hurricane season isn’t over yet. In addition to the effects of hurricanes and other natural disasters, including drought, consider the

impact of the economics and politics of foreign countries (such as Greece and Libya, again). On September 11, “Patriot Day,” the U.S. ambassador to Libya and three of his staff members were murdered in a terrorist attack on the embassy. The ripples of impact will likely be many and painful as a result of this unfortunate event. Sad news and bad news abound. We live in perilous times. Because gas prices are out of our control, let’s see how you, as a burial vault manufacturer, can try to minimize the impact of runaway gas prices. Fleet Management Systems If your company owns 10 or more trucks, it may be to your advantage to use a fleet management system that tracks your vehicles by GPS or satellite. In addition to helping your company increase fuel efficiencies, these systems can help you reduce emissions, improve your maintenance program and lower your overall operating costs. Spend some time on the Internet and you’ll find a number of companies offering fleet management software. They offer many options to help you save. You determine the data you want to track, depending on how detailed you want to go and how much you want to spend.

On-site Storage Another option is utilization of diesel fuel or gasoline storage on your property, giving you more control over when and how much fuel you buy. Turn-key, above-ground, bulk fuel storage tanks are available in large capacities from tank manufacturers (capacities of 10,000 gallons and more; custom designs and sizes are possible). The tanks meet local, state and federal regulations. Because your drivers can fill up at your plant, they save time and can get earlier starts on deliveries. If you invest in a turn-key system, that means your bulk fuel storage system comes ready for work, once you’ve obtained any necessary permitting and approvals. On-site Fueling If you don’t want to have bulk fuel storage on your property or if for any reason (location, local regulations, etc.) it’s not an option, you may want to consider an on-site fueling service that is now being offered by some gas suppliers. Fuel delivery means just that: Any hour of the day or night, according to your specifications, your trucks can be filled up and ready to go before your drivers get to work. The upshot is your drivers are able to do just that and make timely deliveries, instead of lining up to spend non-productive (and expensive) time at the pump.



Sharing Ideas & Experiences One of the key benefits of NCBVA membership is the opportunity to share ideas with other members in the industry. We contacted a number of companies that own 10 or more trucks and asked what they are doing to cope with fluctuating gas prices. Here are two of those responses: Brutsche Concrete Products in Battle Creek, MI, is one company that has invested in a fleet management system for its fleet of nearly 30 trucks, of which at least half are on the road every day. According to Mickey Brutsche, Vice President, a fifth-generation family member in the business, the company has been

paying approximately $4.00 per gallon for diesel fuel. “The GPS tracking system we’ve placed in our vehicles has recently helped us with fuel costs,� says Mickey. “With this system we are able to locate our trucks’ locations at any precise time throughout the day. A key component of this system is the monitoring of fuel burned from trucks sitting in idle, a cost that adds up quite quickly. We learned that out of every $8 we spent on fuel, roughly $1 was being wasted by trucks running unnecessarily. With that information, we have worked with our drivers on ways to reduce idling time. The GPS system we use has other features we like as well. It’s been an excellent tool for us.� Omaha Wilbert Vaults in Omaha, NE currently has a fleet of 11 trucks. In addition to its vault manufacturing plant, Omaha Wilbert’s operations include three crematories. The company services an area of more than 100 miles in radius. Jason Elmore, President, is in charge of production and delivery. “As one simple way to keep our fuel costs as consistent as possible, we have an 8,000-gallon diesel tank,� says Jason. “I try not to buy any more than 4,000 gallons at a time, and I also try to buy when prices are low. It’s still expensive.� Fleet management software is under consideration. “It’s probably something I will have in the near future,� Jason surmises. “Right now I just hope our drivers are taking the most direct route to the cemetery.� Resources U.S. Energy Information Administration - Click on one of the site’s “top picks,� the Gasoline and Diesel Fuel Update, which is updated weekly. Prices are tracked that compare the current week’s update with the previous week and with the same time period one year ago (see page 7). AAA, AAA was founded more than 100 years ago for the purpose of lobbying for driver and passenger rights, fair laws and safer vehicles. With more than 50 million members, it offers a wide array of services. One of these is the Daily Fuel Gauge Report, which, as its name implies, is updated daily with data derived from credit card transactions from more than 120,000 gas stations around the country. Individuals may find it more userfriendly than Continued



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We wish it were true, but . . . The price of regular gas hovered around $4 per gallon in April of this year and eventually came back down. Some analysts were optimistic in June that prices would be able to go below $3 per gallon by Halloween, and if not then, by Thanksgiving.

Important Tips for Truck Drivers*. . .

1. Truck drivers should not speed for two important reasons: it costs more money and it's dangerous. Speeds over 60 mph affect gas efficiencies and raise contaminants in the environment. For example, trucks traveling at 75 mph use 50% more fuel and emit 100% more carbon monoxide, 50% more hydrocarbons and 31% more nitrogen oxides. 2. Drive consistently. Contrary to what one might think, fast starts actually save little on driving time, but can increase fuel use by more than 40%. 3. Cut down on idling time. That means turning off the engine when waiting for a train to pass by. Excessive idling (more than three minutes at a time) can add as much as 50% to fuel costs. The extra wear and tear can shorten engine life and increase maintenance costs. 4. Check the pressure of truck tires daily. Proper tire inflation improves fuel mileage. It's estimated that improperly inflated tires can cost up to two weeks worth of fuel per year. (Do the math for your vehicles for your annual cost.) *Driving tips paraphrased from the website of a company that offers fleet management systems (

. . . And some tips for owners/managers from other sources. . .

5. If at all possible, avoid scheduling deliveries during rush hour traffic. Too many stops and starts compromise fuel economy. 6. Go one step further and consolidate deliveries. 7. If you don't have gas storage and a pump on your property, consider using an app such as GasBuddy to find the best prices on gas in your area. 9. When buying new trucks, make fuel economy a strong consideration, if possible. 10. Consider investing in a fleet management system to track miles traveled, average speed and engine efficiency. Optimize your drivers' routes through better planning. Reducing mileage and travel times not only helps cut down fuel consumption, but adds up to less wear and tear on your trucks.


NCBVA.ORG l October 2012

Petroleum Administration for Defense District (PADD): A geographic aggregation of the 50 states and the District of Columbia into five Districts, with PADD1 further split into three subdistricts.

Illustration from

Gasoline & Diesel Fuel Update as of September 10, 2012 Published by the U.S. Energy Information Administration U.S. Regular Gasoline Prices (dollars per gallon, including all taxes) Change from 09/10/12 week ago year ago U.S. (average) 3.847 ↑ 0.004 ↑ 0.186 East Coast (PADD1) 3.827 ↑ 0.016 ↑ 0.195 New England (PADD1A) 3.922 ↑ 0.067 ↑ 0.171 Central Atlantic (PADD1B) 3.860 ↑ 0.037 ↑ 0.193 Lower Atlantic (PADD1C) 3.775 ↓ -0.014 ↑ 0.205 Midwest (PADD2) 3.860 ↓ -0.015 ↑ 0.1777 Gulf Coast (PADD3) 3.641 ↓ -0.004 ↑ 0.169 Rocky Mountain (PADD4) 3.698 ↑ 0.058 ↑ 0.101 West Coast (PADD5) 4.083 ↑ 0.010 ↑ 0.215 West Coast less California 3.918 ↑ 0.023 ↑ 0.181 U.S. On-Highway Diesel Fuel Prices (dollars per gallon, including all taxes) U.S. (average) East Coast (PADD1) New England (PADD1) Central Atlantic (PADD1B) Lower Atlantic (PADD1C) Midwest (PADD2) Gulf Coast (PADD3) Rocky Mountain (PADD4) West Coast (PADD5) West Coast less California California

4.132 4.113 4.208 4.175 4.049 4.079 4.021 4.242 4.423 4.358 4.477

↑ 0.005 ↑ 0.009 ↑ 0.014 ↑ 0.022 ↓ -0.002 ↑ 0.007 ↓-0.005 ↑ 0.025 ↓ -0.001 ↑ 0.015 ↓ -0.016

↑ 0.270 ↑ 0.234 ↑ 0.223 ↑ 0.190 ↑ 0.224 ↑ 0.238 ↑ 0.231 ↑ 0.339 ↑ 0.439 NA ↑ 0.410

October 2012 l NCBVA.ORG


Are You Customer-Service Driven?

By Charles Marshall Guest Writer

    That is, I tried to call them.  When I dialed their phone number, an rent cars a lot. I rent them when I’m traveling across the automated message informed me that country, but I also rent them when I’m doing events that their call center hours are from 8:30 are three or four hours away, so that I avoid putting extra a.m. to 4:00 p.m. What is this, 1959? miles on my own car. Consequently, I’ve come to know all What business quits taking calls at of my local car rental companies pretty well. 4:00 p.m.?      Now, in the past, I’ve written about my local Schmudget      The automated message then inRental Car (not their real name––I’ll let you guess the real one) formed me that if I had any questions and their non-existent customer service. I don’t exaggerate when after hours, I could press “4” and be I say they might be the worst car rental location on the planet. transferred to their national office. Then why, you may well ask, do I keep going back there, if I hit the “4” and, well, I’m still on they’re that terrible? The answer is threefold: hold.     1. They provide me with delightfully bad customer service      I had no choice but to do my best examples that I can use in my presentations. to get to the car rental location as soon as I could. I arrived ex     2. As P.T. Barnum said, “There’s a actly five minutes after the hour and was To be an extraordinary person, you sucker born every minute.” greeted by one of Schmudget’s finest, have to behave extraordinarily. Why      3. I’m a sucker. who was in the process of closing and not make it your goal this day, this      I’ve given them chance after chance to locking the gate to the parking lot. As week, this month to be the kind of pertreat me right, but this time, I think I’ve the gate was not yet closed, I asked if son that people want to deal with? finally learned my lesson. it would be possible for me to just park      A couple months ago, I got caught in the car inside the gate and drop the keys traffic while heading back to Schmudget to return my car after in the mail slot. He informed me that this was indeed a physian event. Because this location closes at 6:00 p.m., I knew getcal impossibility, that the laws of the universe would have to be ting back on time was going to be close, so I called them to tell rewritten for him to grant me this small favor. them I was only a few minutes away.     I think it’s important to state here that I wasn’t trying to cheat them out of any money. I realized that I owed them for not returning the car on time and I was willing to pay for my mistake. ™ All I wanted was to return the car so that I didn’t have to make a special trip all the way back there the next day.      Did they have to let me return the car five minutes late? No. Were they within their rights to refuse to let me pull into the lot? Yes. Would it have killed them to help a customer? No. They could have helped me but chose not to.      They have the right to make their choices and I have the VaultMaster paints provide consistently beautiful finishes, right to make mine. The other day, when my assistant said, “All job after job. And our new, improved water-based quick the rental car companies’ rates are about the same. Which one dry formula covers in one coat, saving you time and would you like to rent from this time, Schmudget or Company labor costs. X?” I chose Company X, because they are easier to work with. Four New Colors Metallics      Mind you, I’m not mad at Schumdget. I’m not holding a Rose Pink, Veteran Blue, White and Black grudge. There are just too many rental car companies in my Dark Bronze & Light Bronze neighborhood for me to voluntarily be neglected at best, or Also available: mistreated at worst.      How about you? Are you driven to make your customer’s Glitter experience the best possible? Do you do the minimum expected Metallic Powders and Pastes or do you give a little extra to the people around you? Bronzing Liquids, Spray Cans      To be an extraordinary person, you have to behave extraordiSee for yourself. Call or write for our updated Color narily. Why not make it your goal this day, this week, this month Card or samples. 1-800-445-6810 to be the kind of person that people want to deal with?      Doors open and paths are cleared for people who are willing to do just a little bit more for other people.


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© 2012 Charles Marshall. Charles Marshall is a nationally known humorous motivational speaker and author. This article is reprinted with his permission.

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What’s it Worth?? The Five Myths of Valuing a Private Business

By Dr. Stanley J. Feldman


s you work to meet the everyday challenges of running your own business, you may wonder why you should be interested in an article on valuing your business. After all, valuation is something you will be concerned about some time in the future when there is “need” for a valuation. If you feel like this and stop reading, you will be missing an opportunity to insure that your business will survive and prosper. Understanding the factors that determine the value of any business will pay tangible dividends by focusing you on ways to increase your firm’s short and long-run profitability. Moreover, if you choose to sell your business at some point in the future, this knowledge will assist you in positioning your company to receive the highest price. Therefore, it is important to understand what a business valuation is, under what circumstances a valuation is customarily completed, and the critical issues to watch out for when events dictate that you undertake one.

What is a Business Valuation?

We first turn to the central issue—What is a business valuation? Consider the following example: You own IBM stock and you want to know how much it is worth. All you have to do is pick up the business section of the daily newspaper or go to any financial website, locate the stock tables and multiply IBM’s closing price by the number of shares you own. Through this simple exercise, you 10

NCBVA.ORG l October 2012

have valued your IBM shares or what you would receive in cash if you sold your shares at the closing price. In concept, valuing your private business is the same as valuing IBM stock. But, because your firm is private, there is no stock table to which you can conveniently turn The valuation process is often viewed as a “black box.” As a result, a whole mythology has grown up around valuation of private businesses. To help de-mystify the valuation process, let me introduce you to my top five myths about valuing a private business and explain how to avoid the pitfalls these myths present.

Myth 1:

Valuing a private business should only be done when the business is ready to be sold or a lender requires a valuation as part of its due diligence process.

Although the business sales and lending processes generally require that valuations be completed, if these events represent the first time an owner has a valuation completed, then you can be sure critical business and estate planning issues have not been addressed. If the business is to have a life beyond that of its current owners, then effective planning for ownership transition requires a regular valuation of the business. Ownership transition may include gifting some percentage of ownership shares to family members during the owner’s life,

thus reducing any tax on the owner’s estate at death. If a firm has several owners, a buy-sell agreement with accompanying life insurance should be in place so that if an owner dies, the remaining owners have sufficient funds to purchase the deceased owner’s interest at an agreed-upon value. The buy-out value under these agreements should be updated regularly to reflect the firm’s financial progress over time, and the valuation approach used should be one of several acceptable to the IRS.

Myth 2:

Businesses in my industry always sell for two times annual revenue (the revenue multiple). So why should I pay someone to value my business?

The short answer is that data on selling prices indicate that revenue multiples within an industry are generally all over the lot. These rules of thumb used by business brokers (the individuals who often facilitate private business transactions) are median multiple values. The median value indicates that half of the revenue multiples are below the median value and half are above. Thus, the median value is just a convenient midpoint and does not represent the revenue multiple for any actual transaction. Unless the firm that is being valued is truly a median firm, then using the industry rule of thumb for this purpose is clearly wrong.

For example, according to a well-known source for business transaction data, Pratt’s Stats, recent revenue multiples for firms in the auto parts industry ranged from a low of .98 to a high of 8.3 with a median of 2.9. If you were valuing your firm for sale and your annual revenue was $100,000, then the value of your business could be as low as $98,000, as high as $830,000, or somewhere in between. Where your firm lies along this continuum is obviously of the utmost importance and can only be determined by a valuation approach that incorporates academically validated methods with industryspecific valuation factors.

Myth 3:

Six months ago, a local competitor sold his business for three times revenue. My business is worth at least this much! Maybe yes and maybe no. What happened six months ago is not really relevant to what something is worth today. What your business is worth today depends on three factors: (1) how much cash it generates today; (2) expected growth in cash in the foreseeable future; and (3) the return buyers require on their investment in your business. First of all, unless your firm’s cash flows and growth prospects are very similar to the competitor firm, that firm’s revenue multiple is irrelevant to valuing your firm. Moreover, without getting into the nuances of finance, even if the competitor firm was equivalent to yours in every respect and both firms were sold today, if interest rates were higher today than six months ago, the firms would likely sell for less than three times revenue. Conversely, if rates were lower today than six months ago, the firms may be worth more than three times revenue. In short, the value of your business, like the value of IBM stock, is likely different today than six months ago because economic conditions have changed.

Myth 4:

How much a business is worth depends on what the valuation is used for! The value of a business is its fair market value (FMV). According to the Internal Revenue Service, the FMV is what a willing buyer will pay a willing seller when each is fully informed and under no pressure to act.

While there may be a FMV range, the wider the assigned valuation range is, the less reliable the valuation and the more likely it will face greater scrutiny from potential buyers or the IRS. Consider the example of a parent selling a business to a child. The incentives to assign a low valuation under these circumstances are significant. Given that the parent pays taxes on the difference between the value of the stock sold to the child and its value on the firm’s books (book value equity), establishing a low value on the firm’s stock results in the parent minimizing the capital gains tax owed to the IRS. The child, on the other hand, has to come up with less money, because the sales price of the business is much lower than its FMV. These types of transactions are common and the IRS is always looking for abuses. Alternatively, an owner of a business may make a charitable contribution of company stock. In this case, there is a significant incentive to place the highest possible value on the donated shares, because this will result in the largest charitable tax deduction. If the value of the donated shares is outside the FMV range, an IRS audit may well be in the donor’s future.

not really exist in a private firm. Thus owners have some discretion over how they categorize cash flow generated by the business. Quantifying the size of these discretionary expenses is often a critical determinant of the firm’s value. As such, owners should keep a tab on what these discretionary expenses may be so that when they are ready to sell the business, they can document these facts to the buyer. By doing so, the seller increases the buyer’s confidence that the business does legitimately generate the cash the seller claims and, accordingly, increases the buyer’s willingness to pay the asking price for the business. In the final analysis, there are many important reasons that business owners should know the value of their businesses long before they decided to sell. By understanding the basics, you should be able to successfully plan your financial future by understanding the value of your most important asset— your business.

Myth 5:

Your business loses money, so it is not worth much. Most private businesses appear to lose money. Appearances, however, are often misleading. Not long ago, a friend of mine was considering buying an auto parts business in California. The asking price was approximately $950,000 and, according to the firm’s tax return, it hardly made a profit. Like many businesses of this type, this business was generating a great deal of cash, but the cash was masquerading as legitimate expenses. One expense category really stood out—payments to officers. This payment included the owner’s wage of $80,000 per year and a bonus of $150,000 that the owner paid himself at the end of year. The $80,000 wage is what the business would have to pay a stranger to do the same job as the owner. This was a real expense. The $150,000, on the other hand, represents what finance people call a return to capital. It is the cash the business generated and it is this cash that determines the value of the business. Unlike public companies, the separation between ownership and management does

About the author: Dr. Feldman is a cofounder and chairman of Axiom Valuation Solutions, which provides valuations of privately held businesses for business owners and their professional advisors. He is also Associate Professor of Finance, Bentley University, Waltham, MA. Dr. Feldman utilized his academic research and practical experience in the business valuation field to develop the Valuation GURU. This system models all of the steps a valuation expert would take in conducting a valuation analysis, and integrates databases containing continually updated economic data for nearly 1,000 industries, to produce valuation reports in nearly real-time. This article is reprinted with his permission.

October 2012 l NCBVA.ORG


NCBVA 2013 Annual Con February 23 Gaylord Palms Resort Kissimmee

Preliminary program i

Thursday, February 21 **All registrations for

the written and practical sessions of the Crane Operator Training must be submitted by November 11, 2012. No Exceptions!

(*Optional Day)

7:30 a.m. - 4:30 p.m. OSHA Certified Crane Operator Training Class, Written Exam

Friday, February 22 (*Optional Day)

7:30 a.m. - 4:30 p.m. OSHA Certified Crane Operator Practical Exam

Saturday, February 23

7:30 a.m.- Noon Board of Directors Meeting 11:00 a.m. - 4:00 p.m. Golf Tournament - Celebration Golf Club Celebration Golf Club, an official partner of the Gaylord Palms Resort, is just a few miles from the resort. Designed by the father and son team of Robert Trent Jones Sr. and Jr., the course delivers a golfing experience that can challenge the pros and yet offer a rewarding time for amateurs and those just learning the game. 3:00 - 5:00 p.m. Exhibitor Setup of Tabletops 12 12

NCBVA.ORG NCBVA.ORG ll October October 2012 2012

6:00 - 9:00 p.m. Opening Reception Step aboard the in-house sailing vessel, the S.S. Gaylord, for a very special Welcome party. Enjoy three hours of open bar, traditional Florida foods and an outstanding sing-a-long with noted Disney entertainer, Jamie Gurcay on the keyboard. Do you have a favorite song? It’s a good bet that Jamie can play it!

Plan to be a part of

Exhibiting at the NCBVA Convention gi to prospective clients on the spot. For “Partnership Plaza” concept has exhib where all meetings take place. A limited Reservations are taken on a first-come the booth must be registered attendees

nvention & Exposition 3* - 25, 2013 & ConventionCenter e, Florida

is subject to change

Sunday, February 24

Monday, February 25

7:30 - 9:00 a.m. Breakfast

7:00 - 8:30 a.m. Breakfast

9:00 a.m. - Noon Spouse/Guest Shopping Excursion to the Mall at Millenia Each year, the Mall at Milllenia welcomes 10 million guests from across America and around the world. Encompasing 1.1 million square feet of retail space, it heralded Orlando’s grand entrance into a special world of upscale style and fashion. Long before the mall’s debut, each storefront was reserved exclusively for retailers of distinction, including Coach, Burberry, Armani, Gucci, Tory Burch, Tiffany & Co., Michael Kors, Jimmy Choo and many other top designer names. Transportation will be provided.

8:30 a.m.- Noon Is Bio-Cremation a Market for Your Company? Buses leave at 8:30 a.m. for the Matthews Cremation plant in Apopka for a tour of their facilities and a presentation on BioCremation, the newest technology in the cremation industry.  Matthews has been a leader in new cremation technology and is an associate member of NCBVA.

9:00 - 10 a.m. NCBVA Annual Meeting

9:00 - 10:30 p.m. An Evening with John Charles John Charles has been performing all around the United States, Canada and Europe for most of his professional career and has established himself as one of the most sought-after entertainers in the corporate and convention market. He has written, produced, and hosted the openings of almost every Walt Disney Resort in the United States and Europe.  NCBVA members first fell in love with the entertainment of John Charles at the 2001 convention in the Poconos, PA.  

10:00 a.m. - Noon Program to be announced 

f the NCBVA Expo

ives your company high visibility optimum exposure, NCBVA’s bit tables located in the same room d number of tabletops is available. e, first-served basis. All personnel in s.

The Gaylord Palms Resort is located just five minutes from Walt Disney World and 10 minutes from Universal Studios.  NCBVA members staying at the resort are provided complimentary shuttle for their entire family to both theme parks. 

7:00 - 8:00 p.m. Reception 8:00 - 9:00 p.m. Closing Dinner

Full Registration Form on page 15 October 2012 l NCBVA.ORG


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NCBVA Annual Convention & Exposition February 23-25, 2013 Gaylord Palms Resort & Convention Center • Kissimmee, Florida

Gaylord Palms Resort & Convention Center

Conveniently located just 1.5 miles from Walt Disney World®.

Registration Form

6000 West Osceola Parkway Kissimmee, FL 34746

Name of Company_________________________________________________________ Mailing Address __________________________________________________________ City, State, Zip Code ______________________________________________________ Telephone Number _________________________ Fax Number___________________ E-Mail Address: ______________________________________ Registration fees per person (Indicate number of registrants per rate. Use adult rate for children 12 and older.) Registration includes Opening Reception, breaks, educational sessions, two breakfasts, transportation and tour at Matthews Cremation, a shopping excursion for spouses/guests and closing banquet with entertainment. Free shuttle service is also provided daily from the hotel to the Walt Disney World Resort®. Member Adult Member Spouse/Guest Member’s Child (under 12) Non-member Adult Non-member Spouse/Guest Non-member’s Child (under 12)

Before Nov. 9, 2012 _____x $649 _____x $649 _____x $125 _____x $749 _____x $749 _____x $150

After Nov. 9, 2012 _____x $749 _____x $749 _____x $125 _____x $849 _____x $849 _____x $150

MAKE RESERVATIONS NOW! This resort is in the heart of the vacation capital of the world. Rooms will fill quickly so make your reservation now!! NCBVA cannot guarantee any availability if you wait too long.

Gaylord Palms Resort 1-407-586-2000 NCBVA ROOM RATE: $179 per night +charges & taxes Be sure to mention you are attending the NCBVA Convention in order to receive this rate.

Optional Events: Crane Training/Certification 2/21 & 2/22 _____x $649 (registration closes 11/09/2012) NCBVA Golf at Celebration 2/23 _____x $110 Exhibit Table

_____ $495

Any registered attendee may request an exhibit table in the NCBVA main convention hall. All personnel in the booth must also be registered. (Tabletop displays only––no booths).

Total Amount, Registration Fees


Registrants: (Please indicate with ** any children under 12). First Name


Last Name







You can also make reservations on line via the NCBVA Web Site (Click on Convention Info)


Nickname (for name badge)

__________________ __________________ __________________ __________________

Number of registrants who WILL attend the following functions: ____Opening Reception 2/23 ______Breakfast 2/24

____Shopping Excursion 2/24 ____ Breakfast 2/25 ____ Matthews Cremation Tour 2/25 _____ Closing Banquet 2/25 This information above is vital in helping us to carefully plan for the correct number of people and appropriate transportation!

PAYMENT INFORMATION––NCBVA cannot invoice for registration fees. Please include a check for payment in full or provide credit card information.

Check enclosed (Make check payable to NCBVA; mail with this completed form). I hereby authorize NCBVA to process my registration for the NCBVA 2013 Convention on the credit card listed below.



Card Number ________________________________ Expiration Date: __________ Code______ Print Name (As It Appears on Card)________________________________________ Signature ___________________________________________________________

Special Needs It is important to us that you enjoy NCBVA’s conference. If you have any special needs, please contact us and we will do our best to assist you.

If paying by credit card you may fax this form to NCBVA’s secure FAX at 1-407-774-6751 or mail registration form with payment to NCBVA • P.O. Box 917525 • Longwood, FL 32791 • 407-788-1996

(GJPRQW0HWDOOLF3LJPHQW,QF The Strength of Doric Can Be Measured In Three Different Ways. (;&(//(1&(,10(7$//,&3,*0(176 6KDGHVRI:DWHU%DVH9DXOW3DLQW QUAD, TRIPLE, & DOUBLE LAYER PROTECTION



ATHENIAN Triple Wall Protection

All Doric Plants Are Certified by the National Concrete Burial Vault Association

TITAN Double Wall Protection




NCBVA.ORG l October 2012


October 2012 l NCBVA.ORG


National Concrete Burial Vault Association “Serving the death care industry with the very best”

Dues Schedule


 Manufacturer Member Dues are based on total units sold at this location.

Key Contact____________________________________Nickname_____________

    

Please check appropriate level: 1-999 Units..........$225 1000 - 1999..........$350 2000 - 3499..........$430 3500 - 4999..........$580 5000 and more.....$700

Title ______________________________________________________________ Company Name _____________________________________________________ Street Address _______________________________________________________ City _____________________ State _______________ Zip __________________ Phone ___________________________ Fax ______________________________ E-mail ____________________________________________________________ Company Web Site ___________________________________________________

 Associate Member......$300  Franchise Group........$1000

Payment Information

Include payment with this completed form. We accept Visa, MasterCard and American Express

 Check is enclosed Please charge my

 Visa  MasterCard Account #_____________________ Expiration date _________________

Mailing Information

NCBVA P.O. Box 917525 Longwood, FL 32791 (888) 88-NCBVA Fax: (407) 774-6751


 Check here if you prefer to have your mail sent to your home.

Home street Address _________________________________________ City _____________________ State ______________ Zip ___________ Home Phone _________________ Home Fax ______________________

COMPANY INFORMATION  Burial Vault Manufacturer  Crematory

 Funeral Director  Cemetery

 Doric  Con-O-lite

 Eagle  Trigard Provide Graveside Services

 Wilbert  Other

Metal Vaults  Plastic Vaults  Fiberglass Vaults Offer sizes for  Children  Adults  Oversize  Associate Member: Tell us in 25 words or less about your product/services

 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)

___________ (Date)

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 October 2012

 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 Cemex, Inc. Lake Worth, FL Central Burial Vaults, Inc. Marlow, 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. Oklahoma City, OK 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 . . .

October 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_________________

Fax Number_______________________________________

Owner’s Name_____________________________ Evening Phone______________________________ Plant Manager/Contact Person__________________ Evening Phone_______________________________ Types of Outer Burial Receptacles Produced  Top Seals  Air Domes  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 Fax (407) 774-6751 20

NCBVA.ORG l October 2012

For a NCBVA member in good standing, the Plant Certification Inspection fee is $1295.

INDUSTRY NEWS ’N NOTES CALENDAR October 7-10 NFDA International Convention & Expo Charlotte Convention Center Charlotte, NC October 17-19 ICCFA Fall Management Conference Arizona Biltmore Phoenix, AZ November 5-6 Casket & Funeral Supply Association Fall Conference & Trade Show JW Marriott Indianapolis, IN February 4-8 World of Concrete Las Vegas Convention Center Las Vegas, NV February 23-25, 2013 NCBVA Annual Convention & Exposition Gaylord Palms Resort Orlando, FL March 14-16 Casket & Funeral Supply Association Winter Seminar The Roosevelt New Orleans New Orleans, LA April 10-13 International Cemetery, Cremation & Funeral Association (ICCFA) Annual Convention & Exposition Tampa Convention Center & Marriott Waterside Tampa, FL

Trigard Races to NFDA Trigard will invite funeral professionals to burn some virtual rubber in a full-size NASCAR simulator provided by Cordell Racing during the 2012 NFDA Convention and Expo, Oct. 7-10 in Charlotte, NC. A pair of NASCAR tickets to any race in the country will be awarded to the person with the fastest time each day. Trigard is proud to say that it is becoming one of the premier signage companies for the racing industry, with work hanging at the NASCAR Hall of Fame’s Hall of Honor in Charlotte, the Indianapolis Motor Speedway, and the Chicagoland Speedway. New Marketing Specialist On Board at Wilbert Wilbert Funeral Services, Inc., (WFSI) announces the addition of Phil Allen as Marketing Specialist. In his position, Allen will support key WFSI marketing initiatives, including the company’s online presence, advertising and media relations. He will also assume the management of trade shows and other events for WFSI. Allen brings 26 years of experience in communications as a writer, editor and public relations and marketing professional to WFSI. He was most recently Public Relations Manager at American Dietetic Association, the world’s largest organization of food and nutrition professionals.

Burial Vault Handles

More than 20 years experience in manufacturing Burial Vault Handles allows Accurate Wire & Strip Forming to provide the widely used handles. All tools are made in-house permitting us to provide specials for your individual application. Raw material is purchased in “mill lots” affording competitive pricing. Packaging provided per your needs. MEMBER NCBVA

accurate® Wire and Strip Forming, Inc.

175 Tubeway Drive Carol Stream, IL 60188 Phone: 630-260-1000 Fax: 630-260-0033

October 2012 l NCBVA.ORG


Guaranteed to outperform the competition!

HOLLAND SUPPLY, INC. 1-800-527-8818 Holland, manufacturing a complete line of graveside set-up equipment since 1962. Our commitment is to offer you “The Best Value on the Market.” Holland 15’ x 15’ & 15’ x 20’ Tents

Holland Oval Tents

Now you have a choice.

20% Disct. * * * * *

Tent frame fittings guaranteed for life. Strongest aluminum frames in the industry. Tent peak and corners with 4 layers of reinforcement. Straps & hooks with 3 layers of reinforcement. Tops made to fit your frame.

Device straps in all sizes.

Best prices on Frigid devices.

Our products are designed to look and perform better, last longer, and require less maintenance costs than our competitors.


NCBVA.ORG l October 2012

* Holland Supply manufactures a complete line of oval tops, frames and parts. * Interchangeable with Steril tops, frames and parts.

No-fray binding on our grass.

Proud members of the NCBVA. Call for your discounted pricing. 1-800-527-8818

Credit Cards

Debit Cards

plus $.20 per swiped transaction

plus $.70 per swiped transaction

plus $.20 per keyed transaction

(w/o key)

1.64% 0% 1.89% 1.40%

(with key)

plus $.20 per keyed transaction

The Fine Print:


Have a question?8BOUUPMFBSONPSF




National Concrete Burial Vault Association, Inc. P.O. Box 917525 • Longwood, FL 32791




Presorted Standard US POSTAGE PA I D MID FL, FL PERMIT NO. 0076

Bulletin 2012 October  

Bulletin of the National Concrete Burial Vault Association

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