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Caskets Casket vs. coffinMaterials used in casket shell constructionWoodBirchCherryMahoganyMapleOakPinePoplarWalnutSelect Hardwood (Salix). Caskets (wood cont.)LaminatesWood veneersArtificial laminatesWood by-productsCorrugated fiberboardComposition board (fiberboard, particle board, hardboard, pressed board)Plywood.
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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, Ľ,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