Agenda

8 – 8:15 a.m.
Welcome
Gabe Schauf, Instructor, Milwaukee Area Technical College Mortuary Science Program; NFDA Podcast Host, A Brush with Death

8:15 – 9:15 a.m.
How to Enhance Revenue with Cremation Families
Mike Schoedinger, President, Schoedinger Funeral Home & Cremation Service
Funeral service professionals continue to face challenges as consumers shift away from “traditional funerals.” Positioning a funeral home in today’s market amid rising cremation rates and educating consumers requires a multifaceted marketing approach. Schoedinger will explore a multi-tiered strategy to both increase revenue per cremation family and increase the number of cremation families served. Discover how diversifying options for cremation families, along with establishing diversified brands which target distinct consumers, can lead to increased revenue. Schoedinger will review how his firm handles phone shopper calls and is able to convert calls into customers by knowing and effectively conveying his firm’s value proposition. “Delivering the goods” and following up with resources that support the value proposition are key to success. 

9:15 – 9:30 a.m.
Urn Prizes Trivia Contest or Take a Break - Your Choice!

9:30 – 10:30 a.m.
Proven Strategies to Differentiate Your Cremation Business and Lead Your Market
Isaac Miller, Chief Operations Officer, MKJ Marketing
The competition for cremation business is intense. And with discount providers leveraging digital ads, e-commerce businesses allowing for online planning in minutes, and more full-service businesses taking cremation seriously, that competition will only increase. At the same time, there is an information gap with consumers – many don’t even realize it’s possible to have a funeral or memorial with cremation. How do you differentiate your firm and explain what you do in this hyper-competitive environment? The answer is not to just drop your price – there are many ways to become the cremation leader in your market, even if you are not the least expensive. Miller will explore how to prepare staff to talk about the differences in your cremation process and offerings, including giving examples of what has worked in competitive markets. Learn how to make every family a “cremation with services” family while maintaining pricing integrity. 

10:30 – 10:45 a.m.
Urn Prizes Trivia Contest or Take a Break - Your Choice!

10:45 – 11:45 a.m.
Cremation Liability: Protect Your Firm and Your Families
Chris Farmer, NFDA General Counsel
Farmer will explore cremation liability issues that funeral homes face on a day-to-day basis, with a focus on the common mistakes and shortcomings that can lead to a lawsuit.  Discover the steps you can utilize to reduce the risk of liability, including use of a detailed cremation authorization form, receipts, and other cremation disclosure and authorization forms. Special emphasis will be placed on using checklists and implementing best practices to reduce the risk of liability. 

11:45 a.m.
Closing Remarks

12 – 12:45 p.m.
Optional Lunch & Learn Innovation Showcase

8:15 – 8:30 a.m.
Urn Prizes Trivia Contest or Take a Break - Your Choice!

8:30 – 9:30 a.m.
Managing Three Brands in One Market
Mark Krause, President, Krause Funeral Homes & Cremation Services
Discover how Krause added a low-cost, online cremation business and turned it into a profitable business model in less than one year – all while operating two other successful brands in his market.  In straightforward language, he’ll walk you through how to: maximize economies of scale and fixed assets from an existing funeral operation; add additional revenue to your funeral enterprise value; present options in a simple format that promotes buying; and deliver great customer service while offering multiple tiers of service under different brands. Learn how to do all this while remaining regulatory compliance and without turning families that would normally spend more money into families that opt for a lower tier of service.

9:30 – 9:45 a.m.
Urn Prizes Trivia Contest or Take a Break - Your Choice!

9:45 – 10:45 a.m.
Run Your Cremation Business Like a Business: Food for Thought
Mike Nicodemus, NFDA Vice President, Cremation Services
Funeral directors are often so focused on providing first-class personalized service that they sometimes lose sight of the fact that they have a business to run and they must protect that business at all times. It’s imperative to have specific policies and procedures in place when it comes to every aspect of the business and adhere to those procedures each and every time. Nicodemus will review specific strategies to avoid the numerous potential missteps that can derail a funeral business and even result in a costly lawsuit. Topics covered include establishing identification of the decedent before taking custody, 3rd-party crematory inspections, the importance of employee handbooks and family disputes over the method of disposition. 

10:45 – 11 a.m.
Urn Prizes Trivia Contest or Take a Break - Your Choice!

11 a.m. – 12 p.m.
Alkaline Hydrolysis: Facts, Myths, and Talking to Families About Flameless Cremation
Matthew Baskerville, President, Reeves & Baskerville Funeral Homes
Ryan Cattoni, Owner, AquaGreen Dispositions, LLC
What does the evolution of laws for the disposition of human remains mean for the future of alkaline hydrolysis and natural organic reduction? Cattoni will discuss a business owner’s perspective and provide real-life information regarding alkaline hydrolysis. He’ll review the science behind the process, and how it works with funeral service. Baskerville will share his funeral home’s experience and best practices with alkaline hydrolysis. Learn the benefits for funeral homes and how to explain the alkaline hydrolysis option to families. 

12 p.m.
Closing Remarks