M.A. III Quiz #3

Fractional Display

1. Better Space Utilization 2. Consumer Discomfort is minimized 3. Increase number of offering available in a given space *Some funeral homes use both fractional displays and full size caskets

Methods of Payment

1. Cash 2. Credit 3. Credit Cards 4. Insurance Assignment 5. Pre-funded Funeral Proceeds

Contemporary ideas in merchandise display

1. Fractional Display 2. Theme displays & vignettes 3. Computer Presentation

Arrangement of Merchandise

1. Furniture Group 2. Traffic Flow 3. Consecutive Method 4. Demonstration Group/Educational Group 5. Grouping Methods (Material, style, appearance, price)

Pet Disposition

1. Legal Aspects 2. Disposition (Burial or Cremation) 3. Merchandise

Grouping Methods

1. Material 2. Style 3. Appearance 4. Price

Funeral Home Lighting

1. Must be adequate in all areas where the remains and casket will be viewed; will ensure cosmetics and true color of the casket will be shown. 2. Must be uniformly distributed i.e. 90-100 foot candles of illumination at casket level is recommended for the traditional selection room

Evaluate Market Forces

1. Other Providers of merchandise 2. Other providers of service 3. National trends Provide levels of service to satisfy your firm's position in the marketplace Coordinate pricing philosophy for service and mercahdnise

Procedures for Merchandising Services

1. Recognize the funeral as an experience of value 2. Consider service as a separate product to be merchandised 3. Packages 4. Hospitality Services 5. Event Planning 6. Green Offerings

Pre-Selection Room Procedures for the Sale of Merchandise

1. Required Federal & State Procedures 2. Timely presentation of price lists 3. Quantity of merchandise on display 4. Price range 5. Types of merchandise on display 6. Other factors influencing total funeral costs 7. Merchandising aids

The Purpose of Evaluating Sales

1. To enhance the effectiveness of the firm's merchandise offering 2. To enhance the value the funeral home offers to it's clients 3. To enhance the profit generating ability for the funeral home.

Post-Selection Room Procedures for the sale of merchandise

1. Verification of selections 2. Required federal & state disclosures 3. Compute total expenses and complete Statement of Funeral Goods and Services selected 4. Verify Method of Payment

How long should the distance from the floor to the bottom of the casket be?

26 to 30 inches

Memorial Service

A ceremony commemorating the deceased without the body present

Graveside Service

A ceremony or ritual, religious or otherwise, conducted at the grave

Casket Rack

A device upon which caskets are placed, one on top of the other, for display or storage

Immediate Burial

A disposition of human remains by burial without formal viewing, visitation, or ceremony with the body present, except for a graveside service

Direct Cremation

A disposition of human remains by cremation without formal viewing, visitation, or ceremony with the body present

Quartile

A division of the total into four segments, each one representing one-fourth of the total

Disclaimer

A document that states the seller makes no warranty of the product, the only warranty made is that of the manufacturer.

Funeral Ceremony

A service commembrating the deceased with the body present.

Median

A value in an ordered set of values which represents the mid-point, whereby there are an equal number of values above and below the midpoint value. (First sale of the third quartile)

Church Truck

A wheeled collapsible support for the casket, used in the funeral home, church, or home

Warranty

A written promise made in connection with the sale of a consumer product, which promises that material or workmanship is defect free or will meet a specific level of performance for a specific period of time

Magnuson-Moss Warranty Act

An United States federal law that was enacted in 1975 as the federal statute that governs the warranties on consumer products. The Act requires manufacturers and sellers of consumer products to provide consumers with detailed information about warranty coverage. It also effects both the rights of consumers and the obligations of warrantors underwritten warranties. The funeral home is responsible for conspicuously displaying any warranty in the casket, with the outer enclosure, etc. and giving the warranty to the family at the conclusion of the arrangements conference.

Halogen Lighting

Clean bright light trying to approximate natural day light. Is a high intensity light source

Traditional Selection Room

Full Size Caskets -One room is preferable for casket selection -40 to 60 square feet per casket is recommended. You need space for casket, aisle for walking, decorations, and adequate space for bringing caskets in and out of the room. When some of the newer merchandising concepts are used, they probably will not need the same amount of space as that needed for the full size caskets

Selection Room Procedures for the Sale of Merchandise

Funeral directors have different styles. Clientele from all walks of life cause the funeral director to adapt their presentation to there level so they may adequately obtain the information they need to receive. 1. Direct Selection Room Procedures 2. Indirect Selection Room Procedures -Present warranty information in compliance with Magnuson-Moss Warranty Act.

Direct Lighting

Illumination directly shining on an object; artificial lighting

Recommended Number of Caskets

Minimum of 12 Maximum of 30 Average funeral home selection room has 20-22 caskets

Consecutive Method

Placing caskets for selection in their order of increasing or decreasing value

Event Planning

Process of planning and/or coordinating a ceremony or activity

Indirect Lighting

Reflected illumination of an object

LED Lighting

Stands for light emitting diodes; they don't heat up light incandescent bulbs The top green lighting: The Holy Grail of Lighting LED Light bulbs are a more environmentally-friendly alternative to incandescent bulbs.

Foot Candle

The amount of illumination produced by a source of one candle at a distance of one foot

Fluorescent Lighting

The illumination produced by a tubular electric discharge lamp; the fluorescence of phosphors coating the inside of a tube

Incandescent Lighting

The illumination resulting from a glowing of a heated filament

Indirect Selection Room Procedures

The method of selling merchandise whereby the funeral director does not stay in the selection room during the selection process

Direct Selection Room Procedures

The method of selling merchandise whereby the funeral director remains in the selection room throughout the selection process

Sales Frequency

The number of times sales in a given price bracket occur over a fixed period of time -To better determine what merchandise has sold well. -To better determine which merchandise has not sold very well -To better determine if there should be any changes or additions in the merchandise that is offered in the selection room.

Casket Stand/Casket Standard

The stand or support upon which a casket rests in the selection room

Average/Mean

The sum of a group of numbers divided by the number of units

Warrantor

The title of a person who issues a warranty

Range

The upper and lower limits of a series of numbers

Mode

The value that occurs most frequently in a group of numbers

Demonstration Group/Education Group

Three or four caskets utilized to educate the selecting party regarding the elements of casket construction

Visitation/Calling Hours/Visiting Hours

Time set aside for friends and relatives to pay respect for the deceased prior to the funeral service

Bier

Typically a stand upon which a casket is placed for viewing and services, but sometimes a means of merchandise display

Inventory

Unless inventories are controlled, they tend to get out of balance and can result in a loss of business. If it is too big, money is tied up that may be put to good use elsewhere or one that is too small , they may add to the operating cost because of the expense of rush orders or special orders