Mortuary Administration III

1. Mortuary Administration III Funeral Merchandising

2. Caskets Casket vs. coffin Materials used in casket shell construction Wood Birch Cherry Mahogany Maple Oak Pine Poplar Walnut Select Hardwood (Salix)

4. Caskets (wood cont.) Laminates Wood veneers Artificial laminates Wood by-products Corrugated fiberboard Composition board (fiberboard, particle board, hardboard, pressed board) Plywood

5. Caskets Metal Ferrous Steel Gauge � expressed in United States Standard Gauge The lower the gauge, the thicker the metal Stainles steel An alloy of steel, carbon, and chromium Types a) 400 series � 12% chromium no nickel b) 300 series � 18% chromium 8% nickel

6. Caskets Metal Non-ferrous Types Copper a) Wrought copper b) Copper deposit Bronze a) Wrought bronze b) Cast bronze Thickness or gauge Expressed in ounces per square foot (Brown & Sharpe Gauge) The higher the ounces per square foot, the thicker the metal

8. Caskets Other Materials Polymer Fiberglass

9. Component parts of the casket Shell Cap of lid Crown Pie or fishtail Head Rim flange or ogee flange Gasket channel Header flange

10. Component parts of the casket Shell Body Top body molding or body ledge Body panels End Side Base molding Bottom Top Body molding flange or body ledge flange

12. Component parts of the casket Hardware Handles Types Swing bar (a) Full-length (b) Individual or single Stationary bar (a) Full-length (b) Individual or single Bail handle

13. Component parts of the casket Hardware Corner Production methods Metal Cast hardware Stamped hardware Plastic extrusion molding hardware

14. Component parts of the casket Interior Components Cap panel Full couch Half couch (a) Head panel (b) Foot panel Inner panel(s) Roll (cove, puffing) Gimp (fold) Throw (overthrow, overlay) Apron (skirt) Extendover

15. Component parts of the casket Interior Components Bed Stationary Adjustable Mattress cover Body lining Hinge cover (hinge skirt) Pillow(s) Blanket

16. Component parts of the casket Interior Styles Shirred interior Crushed interior Tufted interior Tailored interior Semi-tailored interior Specialty head panels Combination of styles

17. Component parts of the casket Interior Styles Shirred interior Crushed interior Tufted interior Tailored interior Semi-tailored interior Specialty head panels Combination of styles

18. Component parts of the casket Interior Materials used Lining materials Crepe Satin Velvet Linen Linen weave Twill weave Backing materials Fiberboard (cardboard) Masselin Plastic

19. Component parts of the casket Interior Materials used Padding materials Cotton Polyethylene foam Shredded paper Spun polyester Excelsior or wood wool

20. Component parts of the casket Casket exteriors Wood Unfinished Natural finish Stained versus unstained Types of finish a) Polished (gloss) finish b) Semi-gloss finish c) Matte or flat finish d) Satin finish Painted finish Laminate

21. Component parts of the casket Casket exteriors Wood Cloth covered Covering material a) Broadcloth b) Doeskin or moleskin c) Plush (high pile) Types a) Smooth b) Embossed

22. Component parts of the casket Casket exteriors Metal Brushed finish Plated finish Sprayed finish Polished (gloss) finish Crinkled finish Hammertone finish Matte or flat finish Fiberglass and polymer Wood grained finish Polished (gloss) finish Sprayed finish

23. Component parts of the casket Styles of cap opening Perfection couch Perfection full couch Perfection half couch Single hinged panel (single hinged cap) Slip panel (slip top, priest casket)

24. Component parts of the casket Shell designs Ends and corners Elliptic Octagon Round corner Square corner Side (body panel) Flaring square Vertical side Urnside State Casket (vertical side square)

25. Component parts of the casket Closure Methods Gasketed Components Gasket Hinges Locking mechanism Types End lock Side lock (front lock) Lever lock Threaded fasteners

26. Component parts of the casket Closure Methods Non-gasketed Latch closure Threaded fasteners Chemical compounds Hermetically sealed Casket sizes Measurements stated according to inside dimensions and vary between manufacturers

27. Component parts of the casket Casket sizes Oversize or extra sizes Width increases in increments of 2 inches Each step increases in width is represented by an �X� (each �X� equals 2 inches) Length increases in increments of 3 inches Oversize casket may require the use of an oversize outer burial container Infant and children�s caskets Materials used are similar to, or the same as, adult caskets Dimensions vary Sizes increase in increments of 6 inches in length Widths are made proportionately to the length

28. Outer burial containers Vaults Purpose Support earth load Limit the intrusion of outside elements Materials Concrete Reinforced versus non-reinforced Lined versus unlined a) Polystyrene b) ABS material c) Metal i) Stainless Steel ii) Copper iii) Bronze d) Asphalt coated on inside of vault

29. Outer burial containers Vaults Materials Metal Types a) Steel b) Stainless Steel c) Copper Measured by United States Standard Gauge Dome (diving bell principal) Polymers and fiberglass

30. Outer burial containers Vaults Methods of finishing vaults Protection versus decoration Asphalt coating Galvanized Painted Methods of closure Air seal Top seal Double seal Dimension Measurements are stated according to inside dimensions Standard size is 30� by 86�

31. Outer burial containers Grave liners Purpose � support the earth Material used Concrete Polymer and fiberglass Wood Types Grave box Sectional or concrete sectional

32. Cremation Merchandise Containers used for cremation Caskets Burial casket � a casket which is sold for the purpose of interring or entombing with the dead human remains. Cremation casket � an environmentally safe casket which is designed for encasing dead human remains for cremation. Rental casket � a casket which is used as a temporary receptacle for the dead human remains for the purpose of visitation and funeral, with the intention that the remains will be placed in some other suitable container for permanent disposition, while the casket is intended to be reused. Alternative containers Corrugated container � a container used to hold a dead human body which is constructed out of cardboard, which is made with a series of alternate folds and ridges. Wood box Particle board/plywood Rental casket insert Pouch � a leak resistant zippered bag designed to contain a dead human body and body fluids and is used mainly for the removal of dead human remains from place of death.

33. Cremation Merchandise Containers for cremated remains Suggested minimum volume of container is 200 cubic inches Temporary containers Cardboard or corrugated Plastic Permanent containers (Urns � a container for cremated remains; a vase with a foot or pedestal) Type Single capacity Double capacity Infant capacity

34. Cremation Merchandise Containers for cremated remains Permanent containers (Urns) Materials Metal Wood Marble Ceramic Plastic or polymer Other Cremation outer burial containers Vaults Liners

35. Cremation Merchandise Other post-cremation merchandise Biodegradable urns Jewelry Specialty items Other containers Transfer containers Air tray � a transfer container consisting of a wooden tray with a cardboard covering for the casket. Wood box Ziegler case/Metal case � a gasketed container which can be used as an insert into a casket or as a separate shipping container. Combination case � a transfer container consisting of a particle board box with a cardboard tray and cover to satisfy air shipping regulations. Containers must comply with ATA guidelines for air shipment of human remains

36. Other containers Alterative containers � an unfinished wood box or other non-metal receptacle or enclosure, without ornamentation or a fixed interior lining, which is designed for the encasement of human remains and which is made of fiberboard, pressed-wood, composition materials (with or without an outside covering) or like materials. Combination units � any product consisting of a unit or a series of units which are designed or intended to be used together as both a casket and as a permanent burial receptacle. Other merchandise items Burial garments Flowers Sundry items � the miscellaneous items provided or used to complement the services of a funeral director, i.e. register books, acknowledgment cards, memorial folders/programs, religious paraphernalia, flag case, etc.

37. Cemetery Merchandise and Property Monuments/markers/memorials Purpose Identify Memorialize Epitaph Cenotaph Styles Temporary Permanent Flush marker Bevel top marker Slant marker Bench Upright a) Vertical Tablet b) Horizontal tablet Specialty

38. Cemetery Merchandise and Property Monuments/markers/memorials Parts Base Tablet (die) Accessories Materials Granite Bronze Marble Slate

39. Cemetery Merchandise and Property Mausoleum or Columbarium Public Private Family Individual Crypt Niche Double

40. Cemetery Merchandise and Property Cemetery and/or Memorial Park Property Section Block Lot Individual burial space Grave Lawncrypt Multiple death grave Scattering garden

41. Merchandising Purchase Develop sales objectives and sales plan Evaluate nature of market Evaluate sales history Considerations regarding merchandise to be offered a) Availability of product b) Price c) Quality d) Eye appeal e) Supplier recommendations Product mix/services mix

42. Merchandising Purchase Select suppliers Payment terms for purchases Cash discount � a reduction of the price given for payment within the time limits established by the sales contract. Quantity discounts � the amount by which the bill or invoice will be reduced when a minimum quality of merchandise has been ordered. Rebates � the return of a portion of a payment. Consignment � to give to an agent to be cared for or sold.

43. Merchandising Pricing Recognize the relationship between the pricing of merchandise and pricing of services Price determination � method used by management to establish the selling price for services and merchandise. Markup Fixed multiple or times factor � a price determination method whereby the casket cost is multiplied by a constant factor. Percent Fixed dollar amount (add same dollar amount to wholesale cost of item of merchandise) Graduated recovery � a pricing method where the mark-up varies. Increase Decrease Modified Use of sales frequency data � the number of times sales in a given price bracket occur over a fixed period of time.

44. Merchandising Pricing Price quotation � method by which prices are explained to the consumer (example, itemized GPL required by FTC but package pricing allowed) Itemization � the method of price quotation by which each unit of service and/or merchandise is priced separately. Package pricing � a pricing method which groups together selected services and/or merchandise Bi-unit pricing � a method of price quotation showing separately the price of the service to be rendered and the price of the casket. Functional pricing � a method of price quotation in which the charges are broken down into several major component parts such as professional services, facilities, automobile and merchandise. Unit pricing � a method of price quotation in which one price includes both service and casket. Cash advance items � common to all forms of price quotation Price determination and quotation must comply with applicable federal and state law

45. Merchandising Display Merchandise Caskets Outer burial containers Urns Burial garments Sundry items Cremation containers Rental caskets Memorials

46. Merchandising Display Methods of merchandise presentation Funeral home Casket manufacturer�s selection room Catalog Computer Price lists Location of funeral home display Within funeral home Separate building Off premises

47. Merchandising Display Order of preference within building Main level Upper level Lower level Type of display Full size caskets Fractional display � use of portions of caskets (1/2, �,1/8) in the selection room v. full sized caskets. Catalog computer

48. Merchandising Display Selection room environmental enhancements Focal point (s) Color Lighting Floor & wall coverings Display fixtures Signage Decorations Contemporary ideas in merchandise display utilizing quarter caskets, caskets ends, etc. vs. use of full sized caskets Better space utilization Consumer discomfort minimized Increased number of offerings available in a given space

49. Merchandising Display Traditional selection room (full size caskets) Recommended number of caskets Minimum 12 Maximum 30 Size One room is preferable for casket selection 40-60 square feet per casket recommended Arrangement of merchandise Furniture group Traffic flow Consecutive method � placing caskets for selection in their order of increasing or decreasing value. Demonstration or educational group � three or four caskets utilized to educate the selecting party regarding the elements of casket construction.

50. Merchandising Display Traditional selection room (full size caskets) Arrangement of merchandise Grouping methods a) Material b) Style c) Appearance d) Price Casket display equipment Distance from floor to bottom of casket should be 26� to 30�. Church truck � a wheeled collapsible support for the casket, used in the funeral home, church, or home. Casket stand (casket standard) � the stand or support upon which a casket rests in the selection room. Casket rack � a device upon which caskets are placed, one on top of the other, for display or storage.

51. Merchandising Display Traditional selection room (full size caskets) Lighting Must be adequate 90 to 100 foot candles (the amount of illumination produced by a source of one candle at a distance of one foot) of illumination at casket level recommended for traditional selection room Direct lighting � illumination directly shining on an object. Indirect lighting � reflected illumination of an object. Fluorescent lighting � the illumination produced by a tubular electric discharge lamp; the fluorescence of phosphors coating the inside of a tube. Incandescent lighting

52. Merchandising Sale of merchandise Pre-selection room procedures Required federal and state discloures Timely presentation of price lists Quantity of merchandise on display Price range Types of merchandise on display Other factors influencing total funeral costs Merchandising aids

53. Merchandising Sale of merchandise Selection room procedure Direct selection room procedure � the moethod of selling merchandise whereby the funeral director remains in the selection room throughout the selection process. Indirect selection room procedure � the method of selling merchandise whereby the funeral director does not stay in the selection room during the selection process. Present warranty information in compliance with Magnuson-Moss Warranty Act.

54. Merchandising Sale of merchandise Post-selection procedure Verification of selections Required federal and state disclosures Compute total expenses and complete Statement of Funeral Goods and Services Selected Verify method of payment Cash Credit Credit card Insurance assignment

55. Merchandising Evaluation of sales Purpose Sales frequency Sales data Average (mean) � the sum of a group of number divided by the of units Median � a value in an ordered set of values which represents the midpoint, whereby there are an equal number of values above and below the midpoint value. Mode �the value that occurs most frequently in a group of numbers. Range � the upper and lower limits of a series of numbers. Quartiles � a division of the total into four segments, each one representing one-fourth of the total.

56. Merchandising Evaluation of sales Methods Consumer Value Index (CVI) � the percentage derived by dividing the wholesale cost of the merchandise by the retail price of merchandise. Merchandise Value Ratio (CVR) � the relationship between the wholsale cost of the merchandise and the total cost (both service and merchandise) to the comsumer. Compare sales to merchandise offered Inventory

57. Merchandising Service Recognize the funeral as an experience of value Consider service as a separate product to be merchandised Traditional funeral as an experience of value Memorial Service Graveside Service Direct cremation Immediate burial Packages

58. Merchandising Service Evaluate market forces Other providers of merchandise Other providers of service National trends Provide levels of service to satisfy your firm�s position in the marketplace Coordinate pricing philosophy for service and merchandise