ICCFA Wireless is a bi-weekly electronic newsletter bringing members of the International Cemetery, Cremation and Funeral Association the latest government and legal, industry and association news. It is available to all ICCFA members current on their dues. Comments, questions and "hot news tips" are welcome. Write to: hq@iccfa.com.
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INDUSTRY NEWS
Columbia University Seeks Pandemic Survey Data from ICCFA Members
Earlier this year, the ICCFA was contacted by researchers at Columbia University's Mailman School of Public Health concerning a proposed survey of death care professionals to assess their preparedness in the event of a high fatality pandemic event. A high fatality pandemic will place enormous burdens on the death care and funeral service profession as a whole, although the ability and intentions of individuals within our sector are largely unknown. Selected ICCFA members participated in testing an initial draft survey during the summer and provided recommendations for revisions.
Researchers from Columbia University have finalized the areas of inquiry and are now conducting a large, national, web-based survey to assess the pandemic preparedness of the sector. The ICCFA is asking our members to please take a few minutes of your time to help with this important research by following this link to complete the survey: http://www.surveymonkey.com/s.aspx?sm=2BTovmQ2tMJiS3n8ND3S5g_3d_3d.
The survey is confidential, entirely voluntary and should only be answered once. The Columbia researchers have requested that you forward the survey link to your colleagues and seek their participation as well. If you have any additional questions about this survey, please contact Dr. Robyn Gershon, Department of Sociomedical Sciences, Mailman School of Public Health, Columbia University, at rg405@columbia.edu or at 212.305.1186.
FTC Delays "Red Flags" Rule until June 1, 2010; Sample Program Available from ICCFA
At the request of Members of Congress, the Federal Trade Commission announced that it is delaying enforcement of the "Red Flags" Rule until June 1, 2010, for financial institutions and creditors subject to enforcement by the FTC.
The Rule was promulgated under the Fair and Accurate Credit Transactions Act, in which Congress directed the Commission and other agencies to develop regulations requiring "creditors" and "financial institutions" to address the risk of identity theft. The resulting Red Flags Rule requires all such entities that have "covered accounts" to develop and implement written identity theft prevention programs to help identify, detect, and respond to patterns, practices, or specific activities—known as "red flags"—that could indicate identity theft.
Generally, if a business only accepts credit cards as payment for goods and services, they are not covered under the Rule. However, if a business helps customers fill out credit applications or accepts multiple installment payments (more than two), they may come under the Red Flags Rule.
The Commission previously delayed the enforcement of the Rule for entities under its jurisdiction until November 1, 2009. The Commission staff has continued to provide guidance to entities within its jurisdiction through materials posted on the dedicated Red Flags Rule Web site, www.ftc.gov/redflagsrule. The ICCFA also provides, without charge, its sample Red Flags compliance program to members in good standing. To obtain a copy, contact general counsel Bob Fells at rfells@iccfa.com or call 1.800.645.7700.
In Observance of Veterans Day: New Bills to Restore Plot/Marker Allowances to Private Cemeteries
 In October, the ICCFA Capitol Hill Team met with Rep. Shelley Berkley (D-NV) to discuss the reintroduction of legislation to restore the VA plot allowance eligibility to veterans buried in private and religious cemeteries, and also to restore the marker allowance in lieu of the government-provided grave marker. The Congresswoman introduced H.R. 4044 last Friday, which provides that veterans of any war would be eligible to receive the plot allowance, and also receive the marker cash allowance that was discontinued in 1990. A second bill by Rep. Berkley, H.R. 4045, would increase the amount of the plot allowance from $300 to $745, and increase the burial and funeral expense allowance from $300 to $1,270, and from $2,000 to $4,100.
This proposed legislation was first introduced by Rep. Berkley at the request of the ICCFA in 2007 during the previous Congress. A total of seven House members eventually co-sponsored that bill (H.R. 1273). The ICCFA testified in favor of the original bill and the various veterans organization endorsed the legislation. Today, the new bills already have over 34 co-sponsors. ICCFA members are encouraged to contact their Congressional representatives to urge support for both H.R. 4044 and H.R. 4045.
Donations to ICCFA Educational Foundation Tax-Deductible
Looking for a charitable tax deduction? Consider a donation to the ICCFA Educational Foundation before December 31. Over the past two years the foundation has provided finanacial assistance to industry professionals who could not otherwise attend career-advancing training and educational sessions at ICCFA University. This is your chance to provide educational opportunity to colleagues in need of assistance and receive a tax deduction for you or your company. For more information, reply to this message and you will receive a detailed e-mail response.
ICCFA NEWS
Early, Early Registration Special: SAVE UP TO $140
Make Your Hotel Reservation Online
Early, Early Registration Special
Act now to attend the fastest-growing and most-talked-about convention in our industry at a drastically reduced rate. Register today to attend the ICCFA 2010 Convention & Exposition, March 10-13 at the San Antonio Convention Center in San Antonio, Texas, and receive up to $140 OFF your registration fee. You may download a registration form from our Web site to register now.
Make Your Hotel Reservation Online Now
The room block in our headquarters hotel, the Grand Hyatt San Antonio, will sell out quickly. The ICCFA has negotiated the discount rate of $219 per night. To reserve your room, you may make your reservation online now, or you may call 1.888.421.1442. Simply mention that you are with the ICCFA Annual Convention.
For more information or to register, visit www.iccfaconvention.com.
Learn Expert Marketing Skills at Wide World of Sales Manager Breakout Sessions
The ICCFA 2010 Wide World of Sales Conference, January 13-15, 2010, at the Hilton New Orleans Riverside is the premier training event for cemetery, funeral home and insurance preneed sales managers and counselors. This year's conference will feature presentations from industry legends and everyday sales superheroes on topics vital to your success, such as prospecting, selling in tough times, marketing, presenting, cremation sales, response block selling, and more.
SALES MANAGERS: While your counselors are in their breakout sessions,
you can learn the top techniques for marketing your company and maximizing your marketing dollars.
 Paul Seyler
The Wrong Tool For The Wrong Job—Why Deathcare Marketing Fails to Deliver
Dollar for dollar, marketing in the deathcare business produces lower results than we've found in any other industry. Despite increased spending, ad recall is lower, brands are weaker and customer loyalty is eroding faster than in other service businesses.
In this session led by Paul Seyler, head of the marketing firm Competitive Resources, Inc., you will:
- Learn about the two separate marketing jobs that have to be done, and why firms fail whenever they mix them up
- Learn why most deathcare media buys include so much waste, and what can be done to fix them
- Learn why many of the common marketing messages are irrelevant (or even destructive) and what we can do about it
 Jeff Gould
Marketing Case Studies: Brilliance or Blunder? (You Decide!)
Not every marketing campaign can be a winner, but that doesn't mean you shouldn't try! The Care Group's sales manager and marketing director Jeff Gould has struck out many times, but he's hit a few homeruns, too.
Can you figure out which of his company's efforts were brilliant and which were blunders? In this session, Jeff will:
- Lay out more than a dozen of his "genius" marketing ideas from the past six years, examining them one at a time, step by step.
- Ask you to take a look at each idea and decide whether you think it actually worked (this is harder than you think!).
- Give you the (sometimes humiliating) results of each campaign and the lessons learned.
- If you believe you can learn from others' mistakes, this is the seminar for you! This seminar will feature tons of handouts, examples and how-to information.
CALLING ALL SALES LEADERS—SEND US YOUR VIDEOS!
The ICCFA will spotlight top performing sales managers and counselors during our 2010 Wide World of Sales Conference. The theme of the conference, "Heroes Among Us," is meant to recognize the everyday superheroes in our profession who are having success serving families despite today's tough economy.
The conference will feature 2-3 minute videos from sales leaders like yourself and your staff. To participate, send us a video of your company's sales heroes telling us in their own words:
- how they close the deal
- why sales is a passion
- their motivating philosophy
- advice they would give to other sales professionals
- their secrets of success
This is a prime opportunity to showcase your company's top sales professionals.
Not a videographer? Don't worry! Production values aren't what's important. Strong sales values are! Visit the Wide World of Sales Web page to see clips from a few of the videos we've already received to give you a flavor of what we're looking for.
So whip out your digital camera, hit record and let us know what makes a "sales superhero" tick.
All videos may be sent to robt@iccfa.com or on a CD/DVD to:
ICCFA WWS Videos
ATTN: Rob Treadway
107 Carpenter Drive, Suite 100
Sterling, VA 20164
Questions? Call Rob at 800.645.7700.
For a complete conference program and for hotel reservation and registration materials, visit www.wideworldofsales.com.
2010 Music Licenses Now Available: Just $248 Per Property
The ICCFA is offering 2010 music licensing with ASCAP, BMI and SESAC for only $248 per property. With no additional fees or membership requirements, this is the LOWEST PRICE available in the industry!
Companies that currently hold their licenses through the ICCFA have been invoiced.
All companies that did not have a music license in 2009 and wish to purchase the 2010 license can do so by downloading the form or by calling the ICCFA at 1.800.645.7700.
The 2010 price represents no increase from the 2009 rate and is a direct pass-through of the combined annual price increases from ASCAP, BMI and SESAC. Licensing directly with the agencies this year would cost nearly $600 per location.
Music licensing is the law, and failure to obtain a license where one is required can be costly: Copyright law provides for damages similar to fines of up to $30,000 for each song that is infringed. If your company, regardless of size, hosts performances of copyrighted music—whether the music is performed live or played from recordings—music copyright owners say you are legally required to pay an annual licensing fee.
2009 KIP Award Deadline Less Than a Month Away!
 Hurry—you have just under a month to submit your applications for a 2009 KIP (Keeping It Personal) Award!
Applications are available for download. The mission of the awards program is to recognize the best in personalization in the cemetery, cremation and funeral service profession. DEADLINE FOR SUBMISSION IS DECEMBER 4. Entrants are encouraged to begin preparing their applications now.
Created by the ICCFA Personalization Committee, the KIP program honors recipients in four categories:
- Best Practices/Personal Touch
- Innovative Personalized Product (suppliers only)
- Most Personalized Service or Memorial
- Events
Last year's contest drew 23 entries from across the United States and abroad. Eight communications and marketing professionals from outside the cemetery and funeral service profession performed the judging.
2009 applications and profiles of past winners are available on the ICCFA Web site at http://www.iccfa.com/certifications-awards/kip/kip-awards.
CLASSIFIED ADS
For Sale
Perpetual care cemetery, located approximately eighteen miles northwest of Fort Worth, Texas.
Includes:
- 10 acres dedicated land with approximately 4,000 spaces available
- Approximately 25 additional adjacent acres
- Mausoleum/ chapel/ office building
- Maintenance and storage building
- 2 tractors, one with 36" backhoe
- 10 X 6 dump trailer
- Zero turn mowers and miscellaneous equipment
- Perpetual care trust fund fully funded and continues to receive #1 audit rating from the Texas Banking Commission.
Asking Price: Open
Contact Betty Haas at bjh@citbroadband.com for more details or information.
Two Cemeteries For Sale
"New" asking price $275,000.00. Franklin, Virginia, and Emporia, Virginia (30 minutes apart); $250,000.00 in receivables, $400,000.00 in trust accounts. Due to owner health issues we are doing a drastic reduction in price. Take advantage of this great opportunity. E-mail inquiries to acc@gamewood.net, or fax to 434.822.1647, or call Gary Hall at 434.250.6121. To view pictures go to www.myspace.com/accinc.
Jump Start Your Sales Management Career
Is NOW the time to JUMP START your sales management career or take it to the next level?
NorthStar Memorial Group is a DYNAMIC and growing company with locations throughout the U.S. Take charge of your future by joining our team at Floral Haven, a premier property in Oklahoma, where you will build and supervise your own sales force. We are looking for TOP SALES PRODUCERS and CURRENT SALES MANAGERS who want to increase their earning potential!
Great benefits including health, 401k and life!
Position yourself for success! Send your resume today to gdaniel@fhaven.com or, for more information, contact Donna Wagner @ (918) 894-8808. We respect your need for confidentiality.
Sales Manager
We are looking for a selling sales manager who has a pro-active approach for pre-need mausoleum sales, is capable of establishing community awareness in the surrounding communities of the cemetery, as well as establish mutual business relationships with area professionals to service residents on a broader spectrum of needs. Daily and weekly responsibilities require the sales manager to meet and counsel area families regarding the advantages of preplanning, in addition to assisting with the on-site training and motivation of sales counselors in order to grow the number of pre-need sales for their cemetery.
RESPONSIBILITIES:
- Hands on sales approach
- Motivate and encourage a healthy competitive spirit
- Earn a six figure + income
REQUIREMENTS:
- 2 years successful cemetery sales management experience
- High energy, results oriented
Visit our Web site to see the country's most beautiful and sought-after mausoleums!All responses are kept confidential
Contact Jill Baum, Memorial Properties, 1.888.662.9600
E-mail your resume to
Memprop@aol.com
www.MemorialProperties.com
Opportunities available in Savannah, GA and NJ
Combination Locations: Funeral Home/Cemetery; Sales Managers
Our top Sales Director/Managers easily earn six figures annually. We are looking for a highly motivated individual who can lead and manage a team of trained professionals.We currently have Sales Director positions available in the Midwest Region If you are seeking a career with a future, we offer the following:
- Outstanding Compensation Package including a base salary
- 401K / Profit Sharing
- Complete Health Package including Medical, Dental & Vision care
- Limited travel
Interested persons should e-mail dfarrow@stei.com or call Doug Farrow @ 816.353.5091.
Responsibilities include the following:
- Implement and supervise the sales program in such a manner as to achieve and exceed sales plans with established budgets.
- Recruit, hire and field train new sales counselors.
- Supervise activities of established and new sales counselors and managers to secure sales goals, maximize individual performance and maintain established minimum achievement levels.
- Conduct sales meetings daily with full staff with the objectives of educating, informing and inspiring through participative involvement.
- Control distribution and follow-up of company generated sales opportunities (leads) (call-ins, walk-ins, reply cards from mailings, reload card assignments, etc.) and prepare reports showing results achieved on any and all such leads on a weekly/monthly basis.
- Audit sales proficiency and quality by periodic review of each counselor and manages complete sales presentation. Such review should also assure that the company "story" is being told in an honest and accurate manner consistent with the company's service philosophy.
- Assist sales personnel to learn and maintain an acceptable level of In-field activity by periodic review of such activity.
- Maintain a level of personal sales activity necessary to achieve established personal production goals.
- Perform related duties as required.
Job Requirements
- Minimum High School Diploma or equivalent -- Some College Preferred!
- Valid Driver's License
- 2 yr Previous Cemetery Sales Management experience a must
- Above average communication skills
- High level of compassion and integrity
- Problem solving skills
- Ability to multi-task and set priorities
- Must be able to manage his/her own time and organize each day's activities without constant supervision
General Manager; Licensed Funeral Director
If you are seeking an outstanding opportunity to take charge of a premier multiple location funeral business that offers a great opportunity to personally grow and develop a strong employee staff, then this is the opportunity you've been searching for.
We are looking for an experienced manager with at least 5 to 7 years experience managing multiple locations with a minimum annual call volume of 1500 call to manage this multiple funeral home operation in Riverside County, CA. Candidate should possess strong leadership qualities and a focus on customer satisfaction.
We offer a competitive salary, healthcare benefits, 401K, paid vacation and Life Insurance. Compensation also includes an incentive plan tied to customer satisfaction and business results.
Please send your resume along with salary history to Lisa at Ldstreiff@comcast.net.
Memorial Garden Cemeteries for Sale
My name is Milton Marshall, and I am the sole owner of two Memorial Garden cemeteries for over 36 years. I am 75 years old and I am ready to retire! The properties are conveniently located only 35 minutes apart, one in Hopkinsville, Kentucky and the other in Clarksville, Tennessee. I am presenting these cemeteries for sale to professional individuals or companies that will continue to serve these communities while achieving their own business goals.
Thank you for visiting this site: www.cemeteryforsale.com
You are welcome to contact me by e-mail or phone:
Milton Marshall
milton@cemeteryforsale.com
270-887-3549
Place your classified advertisement with ICCFA today!
member benefits
ICCFA Supply Link Allows Easy Buyer's Guide Searching
The ICCFA Supply Link, an online buyer's guide members can use to easily search for products and services from the convenience of their computers, can be accessed directly from the ICCFA home page. The Supply Link offers a "Search" function whereby members can search according to product type or company name and can be limited to a state or to a certain radius distance from a specified city or ZIP code. Users also can narrow their search to include only ICCFA-member companies. Suppliers that are ICCFA members and exhibitors are identified as such in their listings.
ICCFA News Page
The ICCFA News Page takes you to sources throughout the world for industry news and updates. It brings you the most comprehensive selection of funeral service and cemetery news available anywhere, along with frequently updated general news items related to national and world events. The News Page reports the news before anyone else and is one of the most visited page on the ICCFA Web site. Stop in each day and you'll see why.
Music Licensing
The 2009 Music Licenses are available for just $248 per property, no additional fees. Covers ASCAP, BMI and SESAC. Any U.S. funeral home, cemetery or related business is eligible for membership as a Music License Member. Licensing directly with the agencies this year would cost nearly $600 per location, so this price—which requires no additional membership fee—is still the lowest available to the industry.
Tax-Related Questions
ICCFA members now also have access to an attorney for tax-related questions regarding trust earnings, care fund allocations, capital gains, investments and more. The ICCFA has retained Leslie Schneider, CPA, a tax attorney with Ivins, Phillips & Barker in Washington, DC, for telephone consultations for up to 20 minutes with no obligation. To take advantage of this member benefit, call Schneider at 202.393.7600.
ICCFA Insurance Program
Administered by Alliant Insurance Services, this program allows members to purchase commercial property and casualty insurance -- including general liability, commercial property, automobile liability and physical damage, umbrella liability, professional liability, workers compensation, employee benefits and more—at rates they probably would not be able to afford on
their own. For details, call 800.390.9099.
HR Law Benefit
Through an unprecedented new benefit program, ICCFA members can now access free legal consultations regarding labor relations, human resource management and employment law. Attorney Michael Pepperman of the Labor Relations and Employment Law department at Obermayer Rebmann Maxwell & Hippel LLP (ORM&H), is available to address questions on topics ranging from hiring and firing, to employee privacy and workplace violence, to wages and hours, to equal employment opportunity and wrongful discharge issues. Michael Pepperman, Esq., has spoken on labor and employment issues at several ICCFA conferences and regional industry meetings. To take advantage of this benefit, please call 215.665.3032.
ICCFA Introduces New Sales Training Programs
ICCFA introduces new sales training programs by sales trainer and professional speaker Gary O'Sullivan, CCE. O'Sullivan's two latest products include a 10 DVD Series—The Power to Sell Preneed, and a training support system called the GoSell System. Both products provide sales managers with tools and training strategies that will help them to strengthen and motivate their teams. For more details or to place an order, call the ICCFA at 800.645.7700.
ICCFA Internet Expo
The ICCFA Internet Expo is the largest online exposition in the cemetery and funeral service industry. Cemetery and funeral home owners and operators will find 300+ providers in more than 100 product and service categories. Exhibit space is provided as a free, exclusive benefit to all ICCFA supplier and professional members. Check it out today!
Fraud Prevention & Detection Consultation Service
ICCFA has retained the services of veteran fraud investigator Robert A. Garvey Jr., CPA, CFE, CrFA, CVA, to serve as a consultative resource for members' employee theft and fraud concerns. The new member benefit, the "Fraud Investigation and Deterrence Consultation Service" or FIDCS, will allow members to discuss by telephone any issues or concerns related to suspected fraudulent activity or a desire to put systems and controls in place at their locations to deter such activity. There is no cost to ICCFA members in good standing to utilize this benefit. The number to call is 866.649.1902.
Legal Advice on Cremation Concerns
Courtesy of the ICCFA Government and Legal Fund, ICCFA members now have access to pre-paid legal advice on cremation-related issues. Through this exclusive member benefit, the association has retained Poul H. Lemasters, Esq., of Lemasters Consulting in Cincinnati, Ohio. Poul is an attorney and licensed funeral director, and members in good standing may call him at 513.407.8114 to discuss cremation concerns for up to 20 minutes at no charge.
FTC 'Red Flag' Compliance Program
ICCFA now offers members a sample compliance program concerning new Federal Trade Commission rules to fight identity theft. To have the program template sent to you, please contact us at 800.645.7700 or rfells@iccfa.com.
GPL Compliance Check
Members whose businesses must follow the FTC Funeral Rule's General Price List (GPL) requirements can have their lists reviewed for compliance by attorney Poul H. Lemasters, Esq., without charge. Contact Lemasters at 513.407.8114.
CONTACT US
International Cemetery, Cremation and Funeral Association
107 Carpenter Drive, Suite 100
Sterling, VA 20164
1.800.645.7700
703.391.8400
Fax: 703.391.8416
www.iccfa.com
Copyright 2009, International Cemetery, Cremation and Funeral Association
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