Mors 200 FD/Management/Merchandising Klicker

Neptune

1970's a cremation society in Northern California

Telophase

1970's a cremation society in Southern California

Hawaii, Nevada, Arizona

Highest percentage of cremation happens in

Fisk Metallic Coffins

In 1848, __________________ started the metal casket industry but wood dominated casket construction until the 1800's.

Scandanavia

In ______________, cremation began in the Middle Bronze Age and continued as the favored method of disposition until the 10th Century A.D.

Patroclus

In the "Iliad", Homer gave thorough accounts of the lavish bonfire built for the hero ___________.

cabinet makers

In the 17th century, this octagon shaped wooden container (the coffin) was either built by the deceased family or by _________________ who produced and sold them as part of their business.

funeral expenses

In the 19th Century cremation saw a slight rise in popularity in response to the successful efforts of Protestant clergy to induce legislative bodies in the American colonies to __________________.

diverse and mobile

During the 60's, the United States Population was becoming more _____________________.

Viking chieftain cremations

During this event, a person was placed in his ship, which was laden with rugs and cushions of a brocaded Byzantine silk.

burial funds

Preneed planning gained its roots from ancient Rome where soldiers contributed to __________ to insure burial with honor.

irrevocable contract

one in which the contract cannot be terminated or canceled

Composition Board (pressed board, particle board, flake board)

particles of wood bonded together with waterproof glue; the different types are distinguished by the size of the particles of wood used

26

percentage of cremation in 2000

29

percentage of cremation in 2003

30

percentage of cremation in 2004

32

percentage of cremation in 2005

38

percentage of cremation in 2010

51

projected percentage of cremation in 2025

women over 55

tend to be socially active mothers who want to protect their children from the stress of making funeral arrangements.

men over 55

the "throw me in a pine box" segment of the cremation market, they don't want a fuss

cooling off

the FTC rule provides the pre-need purchaser with a ______________ period in which they have the right to cancel the contract within a specific time period

missing person

the ______________ phenomenon teaches us that the absence of positive identification can complicate bereavement

public acceptance

the beginning years of the 21st century have seen __________________ of cremation.

December 6, 1876; 80

the first cremation in the U.S. was held on _________________, it was not until ________ years later that the practice became popular.

coffin

the forerunner of today's casket was the _________.

Active pre-need

the funeral director uses more than one direct marketing approach including direct mail, TV or radio ads, telephone solicitation, and public relations activities.

Neighbors of the deceased

the pre-need sales person will contact the people living by the deceased as leads.

Funeral register book

the pre-need salesperson will copy the names and addresses of people who signed in at the funeral or visitation and contact them

At-need funeral files

the pre-need salesperson will review at-need files and contact the relatives listed in the file to see if they are interested in purchasing pre-need.

passive pre-need

this is a non-assertive approach. The consumer receives pre-need information through brochures displayed in the funeral home, or through a yellow page or newspaper advertisement

birch

this tree is characterized by its smooth thin layered bark. The lumber is harvested from this tree is a closed grain, heavy white wood. It is durable and often seen in kitchen cabinetry. It will accept a variety of stains.

casting

tossing cremated remains to the wind

1997

what year did the Catholic Church begin allowing cremated remains to be present at the funeral mass?

Aerial scattering

when cremains are cast from a private plane. Pilots who offer this service may allow family members to be passengers or provide a photo or certificate

guaranteed contract

where the funeral home guarantees that the services and merchandise will be provided at the time of need for an amount not exceeding the original amount of the contract, plus any interest, regardless of the cost of providing the services and merchandise at the time of death

softwood

wood from cone bearing (coniferous trees). Lighter and more easily cut than the latter.

hardwood

wood that comes from trees that lose their leaves annually (deciduous trees). Close grained resistant wood; usually more expensive than the latter.

cremating the wrong body

Gilligan advises that the biggest liability is ________________.

cremation fire

Greeks believed that __________________ symbolized purification and the release of the spirit from the body

Hire an employee

(type of preneed program), involves the hiring of one or more sales people to coordinate a pre-need program. This is really the only way for a funeral home to create an active effective program.

70's

A Decade of Resistance

Ireland; Hungary

By 1000 B.C. the practice of cremation was widespread from ___________ to __________.

4-7

(third stage of drying) lumber is then kiln dried for ________ days depending on the type of wood used.

do it yourself

(type of preneed program) many small funeral homes, less than 100 calls, the owner handles preneed. FD waits for people to come to hem and request pre-need arrangements

outsourcing

(type of preneed program) when developing a pre-need program the funeral home hires an outside company that specialized in pre-need selling. The benefit is the magnitude of results achieved.

1-6; 35

(first stage of drying) lumber is first air dried for an average of ________ months. This reduces the moisture content to _______%.

100; 10; 2.5

(pre-need equation) for every _________ letters sent and followed up by a phone call, you will generate ________ appointments, and out of those appointments you will generate ________ sales

28; 20

(second stage of drying) lumber is then pre-dried for up to _____ days in a controlled environment, further reducing the moisture content to about _____%.

80's

A Decade of Transition

60's

A decade of Change.

90's

A decade of fine tuning

Poplar (Populus genus)

A number of woods come from this type of tree. Common species are cottonwood, tulip, willow, and salix. It is found in the eastern and central US and is noted for its rapid growth and luxuriant follage. It is a soft white and will adapt to most any type of stain.

Cremation Consumer

A study in 2007 showed that these people were: -more educated -higher income -less religious -more likely to have moved away from family roots.

Referrals

Asking the person who purchased the pre-need for names and numbers of their friends and family. The pre-need sales people will then contact those people.

1000 B.C.

By __________, the era of Early Iron Age, the practice was widespread from Ireland to Hungary where the process of cremation symbolized refinement of the precious essence of the spirit, just as precious metals were smelted and refined by fire.

Mahogany

Considered the premier hardwood by many, it is one of the more expensive species used in casket construction. This is, in part, due to the fact that it is imported from Central America and sometimes Africa. It is a fine grained hardwood that is reddish brown in appearance. The most expensive of these caskets require numerous steps in the finishing process resulting in a luxurious handcrafted appearance.

slain warriors

Cremation allowed the Greeks to easily transport _________________ home from the battlefield.

18th

Cremation was introduce in North America in what century?

Greece

Cremation was the predominant mode of disposition in ___________.

1880s

Crematories and cremation societies were formed in the __________.

Pine

Is an abundant resource in the US. The light colored soft wood is noted for its twig knots which provide an attractive feature for many consumers. It is a soft wood that varies in grain patter. It is relative low cost makes it an attractive choice in wood caskets.

Maple

It is a light, closed grained wood that may be finished in any stain. Consumers are more familiar with it as it is found in furniture and bowling alley lanes.

cherry

It is another white, closed grained wood that is often stained in a red hue. A high gloss finish complements the rich appearance of the attractive species

Oak

Known for its strength and durability, it is a popular, light colored hardwood. Its wood is normally red or white, and its caskets have comprised of approx. one-third of all hardwood caskets in the US. Consumers are familiar with it as a structural component of furniture, home interior trim, and wood flooring

Walnut

Like mahogany, it is an expensive wood found in few hardwood caskets. It is a brown wood that is decreasing in popularity due to the high cost of raw lumber. In fact, it represents approximately two percent of all hardwood casket sales. Today, it is rarely used in the manufacture of furniture.

Mississippi, Alabama, Tennessee

Lowest percentage of cremation happens in

artificial veneer.

Man made or artificial laminates, such as vinyl, may be adhered to a wood or wood by-product base material. They tend to be inexpensive and provide an alternative to traditional wood and metal caskets.

175

Massive consolidation in this industry has resulted in fewer than _____ US casket manufacturers in 2007.

77

Research shows that funeral homes doing less than 200 annual funerals and use a dedicated preneed sales person average _______% more funded pre-need sales than similar sized firms using at-need funeral directors who also do pre-neeed.

21st Century

The age of acceptance

traditional funerals

The funeral director's mind-set in the 60's was that _________________ were the only appropriate kind of funeral.

higher

Vikings believed the __________ the smoke rose, the _________ the chieftain would raise.

Plywood

Thin sheets of wood glued together so that the grains are at right angles to one another; an odd number of sheets will be used so that the grain on the front and back will always run the same direction

Jessica Mitford

Who wrote "The American Way of Death", 1963.

wood

_______ is a natural material that provides a beautiful and warm appearance.

Metal caskets

____________ are the most popular caskets sold today in the US.

Kubler-Ross

_____________ and the hospice movement validated the reality of grief at death and confirmed the need to express it.

Cult of Osiris

_______________, in Egypt, believed those who had shunned evil would have a prosperous afterlife, for which it was necessary to preserve the body in its most perfect form.

coffin

a case or receptacle for dead human remains which is anthropoidal in shape, with the widest part at the shoulders and narrowest at the feet.

Casket

a case or receptacle in which human remains are placed for protection, practical utility, and a suitable memory picture: any box or container of one or more parts in which a dead human body is place prior to interment, entombment, or cremation which may or may not be permanently interred, entombed or cremated with the dead human remains

Selected Hardwood (Salix)

a casket constructed from many different species of wood; sometimes referred to a salix or willow; the component parts of a single casket will not necessarily be constructed of the same species of wood.

Casket (F.T.C. Definition)

a rigid container which is designed for the encasement of human remains and which is usually constructed of wood, metal, or like material, and ornamented and lined with fabric

trenching

a shallow trench is dug in the soil and filled with cremains. The soil is then placed over the cremains. This can be done on a beach, and the design can be simple or creative.

wood veneer

a type of laminate, such as oak adhered to a thick, inexpensive material such as plywood. The purpose is to provide a rich appearance without the high cost of using the solid raw material throughout the casket shell

pre-planned arrangements

are funeral arrangements made in advance of need that do not include provisions for funding or prepayment

pre-funded arrangements

are those funeral arrangements made in advance of need including provisions for funding or prepayment

700

by the 1950's there were over ________ casket manufacturers in the US.

Wood by products

corrugated fiberboard is a cardboard often used to construct lightweight, inexpensive caskets. Sometimes caskets made of this material are marketed as alternative containers or caskets for direct dispositions

Burial

cremains can be buried in a hole in the ground, either in or out of an urn or container. The cemetery will have rules and costs for allowing this option

Raking

cremated remains are poured on to the ground and raked into the soil or garden

3000 B.C.

cremation began during the early Stone Age, around ____________.

Christ

cremation was prevalent in Rome until the first century after _____________.

Preneed

funeral arrangements made in advance

laminates

gluing together sheets of different materials. may be described as a thin covering or layer over a thick base material.

Catholic Church

in 1997 this group allowed cremated remains to be present at the funeral mass, which resulted in the general public becoming more accepting of cremation

revocable contract

is one in which the contract may be terminated by the purchaser at any time prior to the death with a refund of the monies paid as prescribed by state law

non-guaranteed contract

is when the funeral home only agrees that the amount prepaid plus any interest will be credited to the balance due. However, the price of the funeral will be whatever the current price is for the services and merchandise at the time the death occurs.

5-6

kiln drying reduces moisture to ______%.

water scattering

occurs when cremated remains are scattered over a body of water. An option is to place the cremains in a water-soluble urn that will slowly degrade and disperse the cremains.